Taking Your Business Profits Beyond Exponential — Six-Hour Master Course

Jay Abraham · 2021-11-19 · 6 h 30 min · the recording

Transcribed by machine from the recording. Names and a few spellings may be imperfect; the timestamps mark where each passage begins in the recording.

0:00:06I am extraordinarily pleased to have the next presenter. The man I'm going to bring up to you now is a force of nature in a different way. He's going to be more like drinking out of a fire hose again. He's known as the $9.4 billion man. I probably wouldn't be here without my mentor. He's been responsible now for working with 10,000 different businesses in 400 different industries. And every time I listen to his material I get new ideas on market. It's so good. It's been with great pleasure I want to introduce Mr. Jay Abraham. Jay Abraham. Jay Abraham, give it up for him ladies and gentlemen. The Jay Abraham's for him a big hand right here, okay? Come on, this man's a genius. I am an ethical pusher of a drug called strategic critical thinking. Because most people are terribly addicted to bad marketing. Fresh roll on. Bad strategy. You know you shouldn't do that Jimmy. Do what? Non-critical thinking. What's your chemistry training got to do with making cash registers? I don't know yet. My whole job is to burst your reality wide open. We call him the $9 billion man because he's consulted thousands of companies. We took Icy Hot from $20,000 to $13 million in just over a year. He's been around and doing marketing and branding probably before you were born.

0:01:29We accidentally went retail in other words we forced retail distribution. I would say he has the biggest vocabulary that you will ever imagine. What's the word I want to use? A cadre of introspective, flagrant, preeminent elements, distinctions, concepts that no one has ever shared with him. You'll learn by listening to Jay that there's no relationship between being good and getting paid. What I think many entrepreneurs fail to do is realize that value is very relative. There is a great relationship between being a good marketer and getting paid. What I find most hilarious is when you talk to most companies that have salespeople I'll say okay. You train your people they'll say sure. And I'll say no no no I'm not saying you show the products, the catalogs. You teach them consultative selling. You teach them problem solving. You look to your business and it turns headsides ways and says what if you did this? How did I never think of that? Jay has doubled my income. Imagine if you're getting 20, 30, 60 percent doing nothing strategic. He has doubled my network. What would happen if you had one or two or three systematic strategies? He has tripled probably the value of my company. When you can change your business 10, 15, 20, 30, 40 percent just by another human giving you advice.

0:02:56You need to take that advice. Welcome everyone. I see people are joining us from all around the world. It is exciting to be here with you before I introduce myself. I want to let you know what you're in store for today. You're in store for a series of fantastic stories with powerful implications and applications. You're in for a series of strategies, categories of levers that can grow your business and change how you market and the results that you get. You're in for real life benefits that people have gotten from applying these strategies to their business. It is an intense day ahead of you. Welcome everyone. My name is Brian Oni and I'm with the Abraham group. This is a full jam-packed, intensive. Bring your notepads. I said notepads plural because you're probably going to fill one up. Have your favorite pens as you don't want to run out of ink capturing the great ideas Jay will be sharing with you today. Clear out your distractions and make it so that you can focus. Have your snacks right next to you so that you can make the investment this content deserves. So just so you know, we're going to be doing a real life interactive chat. We want to anchor in the takeaways that you can apply to your business.

0:04:29We want to highlight the thoughts and insights that can accelerate how you apply this. And we know you can add huge value with your contributions. That's why we want many of you to be active in chat. Make it a brave space where you have the courage to add value. Not a self-promotional kind of thing, but truly add value about how are you understanding this content? How are you defining this word? How might you apply this to your business? Now, if this is something that distracts you, we understand. Make your chat active and put it under your main screen so that it doesn't distract you from this content or mute the chat. But we do want most of you who aren't distracted by the chat to really engaged because Scott Sylvan Bell is the guy who creates our way. He creates our workbooks, our notebooks, and he invests lots and lots of time to finding the nuances, the questions that can spark insights and real value and just accelerate everything you're doing. So we're in essence creating a live workbook in the chat as we go. Now, we are not going to send out a recording of this because we want you to be engaged and live and really powerfully here. And we want to reward you for that. So if you are tuned in at the right moment, you may get a bonus in real time.

0:06:05We're going to have a few little bonuses kind of peppered throughout here. We also know that many of you love to engage in social media. So if you want to share a hashtag about your enjoyment of this event, a big takeaway, go ahead and share that on social media. We love you to be engaged in social media about the powerful insights you are getting. We don't do long breaks, so have your snacks with you. Five, ten minutes is the norm. So if you need food, bring it with you. Again, be an active participant. And remember you're going to get some thanks for playing bonuses. And let's go ahead and do a little sizzle reel of who is going to be guiding us through this day. Now Jay will be interacting with us live, intermursed between this amazing content you're going to get. So let's do a quick sizzle reel and then I'll come back and introduce Jay Abraham. Jay Abraham, a marketing legend, mentor to mentors, and the highest paid marketing consultant in the world. He's the go-to guy now. I got to say there's, if you think of most of marketing consultants that you probably know the name of, they've all been influenced by Jay. I probably wouldn't be here without my mentor, Jay Abraham, through his teachings and what he's done for me.

0:07:29He's taught me how to position myself in very unique positions, what is my unique offering, as well as the ability to communicate. Jay Abraham has significantly increased the bottom line of over 10,000 clients and over 400 industries worldwide. Jay has had a tremendous influence on my business. Not just my business, but really the deep ways in which I think about my students, my readers, my clients, my customers. His books have profoundly influenced my ability to grow Bulletproof and his personal mentorship and his one-on-one sessions with me have absolutely changed the game for me and for Bulletproof and for our mission to change the world. Forbes Magazine called him the real thing and list Jay is one of the top five executive coaches in the country. He's also a best-selling author and has been featured in USA Today, The New York Times, Inc. and Success among many others. Life is a series of mentors and Jay Abraham is absolutely the best in that area. And welcome back. So we have with us today Jay Abraham and everything that you just saw. I've seen the results from that in real life. Seeing entrepreneurs get windfall profits and take low risk to no risk small micro shifts that they implemented into their business to get amazing results.

0:08:59So Jay, let's turn on your camera and get people ready to stay and play. Hi, Peter. Can you see me? I can see you. You're looking great Jay. Take it away. Thanks. Okay. I am in my wine cellar today. I'm at my office. And what you're going to experience if you go the distance is I think quite profound. But in order for you to appreciate everything we're doing, how we're going to do it, why we're doing it and what doing for it, doing it, excuse me, means I need to give you some back. I'll take about five or seven minutes. Trust me. That'll be the biggest diversion. And then we're going to get really into stuff you've never experienced away. You've never experienced it in an outcome you've never experienced. And so, something you know I am others don't. I don't do things like this often at all. This isn't what I do for a livelihood. I spend my life working with high performing pretty significant companies getting paid a lot of money and advising, guiding, master mining, strategizing them. And I've been doing it for four decades. That's true. What I do mostly for people and what you are going to learn throughout this day is how to discover within and outside your business in assets, overlooked profit opportunities, underperforming revenue activities that you don't even know are underperforming untapped income sources that have always been available to you undervalued or underutilized relationships and resources that are available.

0:10:38We're going to help you discover how to create a much more powerful, unique selling proposition and advantage because that's what I do for clients I work privately with. I'm pretty well known for turning tactical thinking business owners into super strategic entrepreneurs and I'm going to do everything in my power through the process you are going to experience to achieve some degree of that in six hours with you. I think I'm relatively wrecking and I excuse me I wrote this down this morning because I want to make sure I set the right stage because if I don't you want to appreciate at the level of implication what you're about to experience. I'm pretty well known for being able to attract more buyers for people get them to buy more ethically every time they transact business getting them to come back more often for longer periods of time and to the extent that's applicable to you, which it is to almost everybody as you'll learn about the two hours in it you'll teach that. I think I'm the only person around that knows 125 separate ways to generate no cost high value highly profitable referrals. I think I'm probably the only person who has developed and proven two billions of dollars a hundred ways to structure strategic alliances joint ventures power partnering I'm telling you all this not to elevate myself because everything I'm talking about

0:12:05is you're about to learn through the process you're going to experience in six hours but if you don't appreciate what we're doing you won't appreciate the implication and it'll be a period victory and I don't want that I want it more for you to understand the power of what's being exposed to you. And by the way car partnering strategic alliance is joint ventures, sophisticated endorsement strategies co branding. And that's so much more elevated and it's worse the concept of superficial affiliate type deals. And I can go on but I want you to know the reason that we're doing what we are doing and the way we're doing it so I spent my life watching business owners dedicate an entire life 10 12 14 hour days and accept a fraction of the fraction of the results they can be getting the buyers they could be getting the income they could be getting the value of the asset they were building not because they weren't working their hearts out. Not because they weren't following everything that the people in their industry seem to tell them we're success drivers, but because they were unaware of how many higher, safer, more profitable, faster, more sustaining alternative ways were available to them and I've been this, this I guess I call them champion of bringing all kinds of higher performing strategies business models marketing approaches from outside industries into them and that's what we're going to teach you today.

0:13:45The press says and I'm not going to question him because it's good for my ego that the body of my work has generated over $30 billion of profit increases worldwide profit, not just revenue. And I know a lot of that to be true I've not calculated for years last time that 9 billion was something they calculated about 10 years ago but I've not changed it because we don't do a lot of things like that. But I know it's a small medium, large company sophisticated unsophisticated high tech low tech no tech, distribution retail, personal services, medical services distribution, it can help any one of you if you want to be help. So, okay, I believe that every one of you has two roads that you can pursue the roads to mediocrity the roads to greatness the roads to mediocrity the roads to millions more I want to show you what I think is the road the prosperity pathway today So in the next six hours you are going to learn if not how to master at very least how to better apply yourself so your business will be more profitable more successful, more results certain and whatever you do you'll see how it's done you'll see examples of how it's done you'll see how you can do it. If your business will be more sustainable, you will learn how to have far more advantages over your competition it'll be more satisfying.

0:15:18It'll be more predictable you will become just through us mostly observation understanding recognition epiphanies more strategic you can't help it be a better marketer I don't care if you're using a great agency you'll be better than they are. You'll definitely be a better deal maker a better value creator a better wealth creator okay so i'm going to do this today in a way no one has ever done it before. And you need to suspend judgment because i'm not going to get here as a talking yet and just give you a bunch of superficial rhetoric and then try to sell you something. What we are going to do is compress to you what I was benefited and fortunate for to it is actually to have achieved by a great mentor who helped me transform myself from somebody on a path to mediocrity to an explosive path. What he did was he sat me down over a period of time much longer than six hours. And he first of all, layered upon me real life case studies from all kinds of representative examples of businesses that had achieved explosive success and growth and pro profitability doing things different than anybody else thinking differently than anybody else being more strategic better marketing very very much more expansive and encompassing.

0:16:48Then after he got my mind to see the truth about that it works th at then he spent hours teaching me the principles that were at work to do it. Then he was the catalyst that taught me how to think outside normality because he then spent hours and days introducing me to thinking strategy methodology from outside the industries that I was operating in to show me that there were higher better much more profitable powerful safer ways to do it. But that all the people in my industry pretty well follow the herd that triplet of layering showing me case studies that were real explaining to me what was driving them taking me beyond that to see the implications of those principles then introducing me to how other people thought and sharing with me the essence of some of their highest performing strategies and concepts. It opened me up it electrified me it turned on the key it turned on and up my ability and from there nobody could stop me. I don't have the hundreds of thousands of hours I have spent to become what I am but I do have six hours if you're game to do my equivalent. So here's what we're going to do. I've been paid very large fees to conduct very specialized keynotes presentations and and specific focused high level discussions and explanations on a lot of things.

0:18:29I have identified and I have organized three components you're going to experience in three different ways in the next six hours. The first is what I call bedtime stories for business builders. It is a nonstop reality based unimaginably stimulating montage and collection of true life stories from companies many of which you know many of you don't who started with very, very modest situations or started with crisis or started with adversity or started with resource limitations use their ingenuity used other people's resources use strategy beyond their competition to explode themselves. We show you the problem we show you how they overcame it we show you the results and then when I come back at the break I will explain what was the driver and the key element and each after we do that we will be taking a little break. Then we'll come back and I'm going to give you the first ever public I've done it one other time for a limited group but the first ever in a public setting explanation of what I call taking your business profits beyond exponential it's the integrated most current theory of how I grow businesses explosively for no more investment or risk and it explains 30 different exponential profit explosive categories that have been available are available to each and every one of you from which you can borrow at least five or six and apply them the moment you go back to your business.

0:20:12Each one has within it up to 28 different levers you can use you will never use all of them half of them but if you're doing none of them which most of you aren't and you pick one or two and you use two or three of the levers you will see exactly because I will share with you how they apply to people how you can take whatever you're doing however you're doing it wherever you're doing it whoever you're doing it for and make it do more. Then it the next break I'll explain what you just watch and we'll come back and then i'm going to show you how other people. outside your industry have identified breakthroughs you'll never know about if you don't develop what I call funnel vision because you'll get rat tat tat. I think it's 15 and maybe a few less and a few more i've kept I never counted it people that are sharing the key essence that made their business more successful than any of their competitors and how you can use it. Now, why am I doing this well the first reason is it makes no sense for you to spend the rest of your life. struggling in what either Emerson I think it was ever said said quiet desperation when with a little bit of illumination with a little bit of illustrated examples with a simple explanation of power principles no one's ever shared.

0:21:34You can turn your business on it flip it on its side and your world view will expand and you can start doubling redoubling literally because i've done that for company after company your performance. Second is I work constantly with private companies there are six hundred of you on this call I hope there's 600 at the end of the 696 percent are going to be smaller companies. Under a million dollars that's just the profile and for you, I want to make contribution because you would never be able to afford me. But about two or three or four percent of our actually larger companies that are curious about all the media. Press about me and the buzz and whether it's real or not and I want to demonstrate it is real so that at the breaks you'll get to meet my. Head of profit partnerships and there might be an opportunity to collaborate to explode your business for the rest of you. Who will never be appropriate to ever work privately I have developed a pretty cool and not only affordable but a totally no risk way to help smaller businesses in groups very affordable share and apply a very cool application. Process of my work and we've created because i'm in a business of doing high level stuff so where it doesn't work you don't pay and we're going to share that with you I ask only.

0:23:06One thing in exchange for me and hegingly doing this for you and by the way this is not a superficial teaser. Outer periphery type of a webinar that's designed to tease you and you'll know nothing this is going to layer at all you'll know. How people have done it why they've done it the drivers have done it you'll see techniques you'll have plenty of you take notes. But I ask in exchange for investing first in you that you give me the respect. And the attention at the breaks when we share with you in about five or 10 minutes each. A short overview of the two services that we offer you have to avail yourself of it but in exchange for what i'm doing which I promise no one has ever done before i'm not trying to be arrogant i'm being very clinical you're not going to understand this by the way one more thing. I was laughing because I don't do these things at myself I was laughing at the fact it's very hard to do something in a wine cellar in the morning when you got all these. $1,000 bottles of wine and you want to drink them not going to because I have a lot of work to do but i got a couple responses that I laughed about they said. Jay I don't have six hours to invest in this I need you to do this in 30 minutes.

0:24:23And I thought that's interesting they want a 30 minute transformation for the rest of their business life so I have a little exercise and I asked Carlos to do this and will help you decide. As we go on because you're going to experience this in a way you never have it's not me lecturing it's me sharing with you things i've been paid $100,000 for $300,000 for more than that putting it together and then explaining it tying it up. And sending you on your way if we don't work together in a way that your business will never be the same so I want you to take your age right now. And subtracted from 60 which is what I think probably is a target most of you probably want to stop working at. If it's shorter than subtracted from that number of it's longer than some crap from larger number okay take that answer times eight i'm assuming you work at least eight hours a day I know most people that I. Have helped in the beginning work 1215 they were there were animals if you work more. Multiply a time that times at least five days a week it could be more I know that many of my clients when i'm at them we're working seven days a week times 50 weeks i'm giving you literally literally. I'm giving you and that's eight hours is wrong Carlos i'm giving you two two weeks a year for vacation but if that's the rest of your life that you're dedicating to your business not divide it not by eight.

0:25:48But by the six hours you're being offered not asked but offered extended. You're you're i'm investing in you and if you don't see this as an investment you see it as an expenditure your time you probably should. Respectfully withdraw now, but if six hours divided into that total territory isn't worth it don't do it and I mean that seriously because I don't do these kind of things and I have a goal. And the goal is to teach you something to think to appreciate to see the the same way I was benefited by people that. spent a lot more time than you will have to give me this three way layer case studies to prove it principles to understand what was driving it. And an expansive introduction into thinking outside my linear world so that's what I think you should do and I will say one more thing then we're going to begin and from there on it's. Great every time we come back I will summarize what you've seen and then i'm going to introduce you to rob colesante. My vice president of profit partnerships where we work with big clients mostly on a profit sharing basis and we will tell you about the way that I have come up with to take what you've learned if you want to go. In depth on it and experience it where if it doesn't pay off you don't pay if it does you make outsized profits and if you don't want to do any of this that's the exchange i'm asking for investing openly in you.

0:27:15The only thing i'll say is if you don't think it's worth your while leave because i know i'm very frustrated when people leave in the middle. When i'm investing and not not leaving in the middle so i would like to respectfully ask you to do the same because you'd be very shocked if i said well not they're leaving i'm going by. This is an exchange and if it's not worth it to you don't worry about it i knew it you don't i'm trying to help you know it but. It was worth it to people like Chuck McDermott you saw him he went from making 800,000 to 12 million dollars a year with his company. In i think it was 15 months it was worth it to the owner of i see how it was able to sell. A $20,000 business 2 years later for 60 million it was worth it to entrepreneur who sold it for about 30 million it was worth it to the numbers 9 company in China that went to number 1 and was able to sell 49 interest just. Hershey's for $500,000 it was worth it to Dave Asbury and bulletproof it was worth it to the co chairman of. Keller Williams it was worth it to the founder of planet fitness but if it's not worth it to you respect me and don't leave at. An hour and don't leave it to leave right now so i don't really waste my investment on you and you waste your investment on yourself lastly.

0:28:35We didn't experiment with this in europe and we had somebody early and say well tell me right now how this is going to apply to a start. And i went i wrote him a very nasty over you said do you understand you more than anyone need to know how to use other people's resources you need to be able to figure out how to get referrals you need to get the very little amount of. Of of resources you've got to go the longest way but you got to go the distance we get into strategic alliances to out this, but if you have no patience and you have been. If you've been trained by a bunch of tactical people doing very superficial webinars trying to teach how to make a trillion dollars in your underwear while watching. Oprah in three hours you are you are experiencing the wrong thing and you should leave i'm the real thing i help businesses grow i do it on the front lines of capitalism. If you have a real business and you want to see it explode and you want to see it sustain and you want to be competitively superior. You're the right place let's start thank you so much jay that was very clear here we go into some stories for business owners. Since john and please stand and welcome one of the greatest marketing minds of all time the great.

0:30:05Very nice thank you. Thank you wow thank you thank you. How nice thank you thank you thank you. So please sit this is a delight because jay you can do whatever you want but make it fun so. Somebody threw a PowerPoint together for me and it's out of order so that'll be fun. But i am told that the profile in this room is entrepreneurial and many of you are very successful and many of you are on the way to great successes so i thought i would try i never want to be intellectual entertainment i always want to leave people. fiercely shifted in their mindset and so what i'm going to do i want to tell you what i'm planning on doing. I gave license to jay that i couldn't possibly go through everything i've thrown here and i might shift it around so he'll stop and we'll do something else at an interval but i'm going to basically. Give you a little bit of a of a template i'm going to tell you some fun bedtime stories for business builders i'm going to teach you. How to take any business that is resource impaired and eliminate that problem forever by giving you an unlimited business checkbook i want to teach you how to take your business. Well your business profits certainly top line maybe to well beyond exponential and i'll probably.

0:31:56Be tangential a bit because i'm a poster boy for adult ad ad hd okay so first thing is i'm going to try to tell a story that is a preface of what we're going to talk about throughout the day. It's a story of two different people that got mugged in new york so the first person got mugged and the mugger took the person's wallet. That had about seventy dollars in it. Second person got mug and the purse excuse me it had eighty five dollars second person got mug and they took his wallet that had. Seventy dollars in it his watch and his Princeton class ring the watch wasn't that valuable nor was the class ring but it had sentimental value. The next day the second month or the first one is all done that's nothing more to the story the guy got whatever eighty five dollars in the wall. The guy canceled his credit card so that was it. Second man who only had seventy dollars but his watch his ring. Next day he's leaving his apartment and there's the mugger smiling and pho and said would you like to get your ring and your and your watch back. And the guy said yeah and he said okay give me five hundred dollars the guy only had ninety and the guy said okay. So he gave him a pawn ticket.

0:33:29So the guy had to go and pay to get his watch and his memorable ring out of pawn. If you calculate mugger one was very linear he got eighty five dollars. Mugger two got seventy dollars plus he got ninety dollars for the pawn ticket plus he got ninety dollars. So he made about four times as much when it was all done and that's the theory of optimization. How do you get the highest and the best use of anything you do even if you're a mugger. So it's not I didn't tell it as well but I hope I made a point. So my life has been denominated by being exposed to over a thousand industries not businesses. When you get a chance to see so many different possibilities strategies, mindsets, sales, marketing, advertising approaches, value propositions, access vehicles. You realize that most people are very limited in what they do what they accept their options. Let me make a point. Raise your hand. I don't want you to stand. If the business that you're own whether or that you are involved with, pardon my voice, whether it be one you own or work for gets most of its business from direct sales. People in the field, manufacturers, reps, any of those things just raise your hand. Look around.

0:35:03And maybe about five percent. How about online? Mostly online. Raise your hand. About five percent. How about advertising on space, radio, television, raise your hand. Not very many. How about word of mouth or referrals raise your hand. Look around the room. Okay, I'm going to do this. I was where I wouldn't everyone who said most of your business or your employer's businesses from word of mouth or referrals, please stand up and remain standing for a minute. Okay. So I want you to be a fun exercise that will denominate the impact the rest of the time I spend with you will convey. Okay. Remain standing only if your business or your employer's business has at least one formalized system. It dies totally, totally adhered to completely followed referral generating system that your company uses to continually generate, generate its referrals or word of mouth. You have at least one system remain standing. Okay. It's impressive group because mostly 90 percent but normally remain standing. Two systems remain standing. If you have at least two, three, four. Okay.

0:36:39So in the work that we've done, we've identified 93 different referral generating system strategies, approaches that different companies are used to drive the majority, if not all of their business. Now, almost everybody who sat down, who said the majority of their business emanates from referrals or word of mouth, probably, and I'm not going to ask for participation because I got a lot of ground to cover it, hopefully. They probably spend resources time opportunity cost on advertising, trade shows, PR, online. And if you think about all of those activities, besides being much more expensive, you are only generating the outer periphery, the most, the most, the nearish type of trust building. You have to migrate, gestate, sequence, process, earn the trust to the point of purchase many stages, whereas a referral generated buyer, sales cycle is very, very short, buys more, buys faster, buys, negotiates less, buys more combinations, buys longer, is more enjoyable to deal with, refers more people owe and costs nothing. But most people never think about it. We try to get our clients to build out lots of internal, external referral generating processes that use their clients, their vendors, their advisors, and then set up all kinds of other companies, organizations, associations, influencers who have access to a profile of the same type of a buyer

0:38:30and become their ongoing referral source. Okay. So, you guys see this? All right. This is a quote. I'm not going to borrow it with it. So, okay. I'm going to give you some thoughts, like a little mental template, we'll revisit throughout this, hopefully. In order to produce the maximum number of breakthroughs possible, you got to focus on some different objectives. One, you got to learn how to discover hidden assets, overlooked opportunities, underperforming activities in the revenue side, underutilized resources, undervalued relationships in your business. And that's really well and good, but you can't do it if you don't travel outside of the limitations of your industry, because most people in an industry do pretty much by and large plus or minus 20 or 30 percent better or worse, what everybody else in their industry does. So, that's the first thing. Number two, every month or more, you should always, that says three, but it's a type, we'll be trying to find at least one windfall within your business or outside or through some connection that will produce for you windfall profits that can be used to experiment. And we'll talk about what now. This is hilarious. You want to engineer maximum success into almost everything you do.

0:39:56And I know that's axiomatic. Here goes, well, come on. But I can look at the majority of what the majority of people in most businesses do, and that's what I do day in, day out and get paid relatively handsomely for it. And most people are the opposite. They don't get absolute advantage, which is very easily possible when you understand the dynamics. They don't really engineer maximum success. It's almost the opposite, but it's not their fault. They just don't understand how to weight it in their behalf. And hopefully I'll give you some mind-blowing examples today when we move on. You want to build a business based on multiple streams of idea generation, should say sources of revenue. You want to hedge yourself. You don't want to be dependent on just one delicate precarious and potentially volatile source that could blow up on you any time. Okay, this is obvious, but you want to basically be more advantageous, unique, and valuable to your target audience. We introduced unique selling proposition 30 years ago. Now we teach the strategy of preeminence and time-allowing. I'll get into it. So you reward in life. And this is, I haven't looked at this for a year, so you have to bear with me. I just plucked some old things I thought would be really interesting to you.

0:41:25And I haven't looked so if I'm a little bit awkward, please give me the license to be that way. You're rewarded in your business, also in your career, for the amount of either problems you solve, the quality, quantity, consistency of problems you solve for others or opportunities you make possible. That's your reward. You're rewarded in the form of money, relevance, raises, promotions, repeat buying, referrals. You also need to be able to get maximum upside leverage. And I talk about this and I know I'm ahead of myself and I'll be redundant when I get to more of the powerpoint. But I learned years ago that there's two kinds of leverage in business. There's probably some medical doctors here. You would know that in all of you know there's two kinds of cholesterol, the good kind and the bad, too much the bad. You're dead. A lot of the good kind of compensates for the bad. There are two kinds of leverage in business. One is the leverage of buying an asset or expanding your business or committing to something where you are hoping that the cash flow will service the debt or the profit it generates will service the debt or the appreciation will service the risk and the debt. If that happens great, if not, you're screwed.

0:42:57Then there's the other kind. The kind where you basically the same effort, the same activity, the same investment, the same access to market, the same interaction, the same resources, the same capital, the same the same, the same that produces a higher yield for no more cost, no more effort. That's what I learned to do many years ago and that's what I've been doing for the rest of my career. And that's what you should be doing, too. When I started in the seminar business, this is just one example. Tony Robbins was not doing business seminars. He wasn't doing financial seminars. He was doing entry level, UPWA. Anybody knows what that is. He was doing date with Destiny. He was doing a catch-all that was 10 days called Life Mastery and that was it. He didn't have his platinum partners as Lions. I do stuff with him for his platinum and partners and Lions now. But all he had was four different programs, which were business. I went to, I was advising his company on some stuff and I went to him and said, I want to promote business seminars. And he was covetous, understandably, of the people who had not bought everything, but he only had a finite number of things to sell. And he said, well, how about if

0:44:22I just gave you the people that already bought everything I have to sell? I have nothing else to sell. And I internally smiled like the Cheshire cat because I'm thinking these people bought everything you got. It's like in JT's audience. I was a guy who bought everything. You're the best buyers imaginable. And I also knew because I had studied his profile that many people think that making a lot of money for money's sake is going to transform their lives. And guess what? The earth doesn't open. The angels don't sing. Nirvana doesn't rain down on you just because you make a lot of money. All it does is add a zero to your problems and your overhead. I mean, it's not it. And I knew that's why they were attracted to Tony. But he had within that base of everybody who bought everything a lot of wealthy entrepreneurs who were looking for Nirvana. So he let me access the people who bought everything. There were only 20,000. This is before the internet. So I funded a mailing to all of them with an endorsement from Tony. It cost me $10,000 and made me $5 million. That's the power. Tony had already sunk. First of all, got the ranker. It spent $100 million on infomercials generating $200 sales for Tony. Tony had gone to those people and gotten them to go to his UPW. So they'd spent $1,000. Then

0:45:45he got a bunch of them to go to his date with Destiny. Then they'd spend $5,000. Then he got them to go to his other one for $10. And I got to access them $10,000 to reach $20,000 of them who bought everything. You've got to see where real opportunity lies and see where upside leverage lies. This is funny, but this is opportunity. So today this is not going to be as interesting. But I'm telling you stories to give you fun bedtime thinking tonight because I'm all about teaching people to think totally differently than anybody else they compete against and anybody else really in business to see opportunity to see possibility to see upside leverage, to see reclamation, to see things nobody else does. So years ago, Nightingale Conant was the absolute biggest leader in the field of audio publishing. They published every major business and skill set author out there. Anybody who had a best-selling business book, Nightingale published the audio. Anybody who's in their course, but they sold $39 programs. They were really cheap. And they're back end instead of saying, I'm going to bring you in. I mean, most of you know there's a model they bring you in to a seminar inexpensive and they upgrade you for five or a 10 or 25 or consulting or whatever it is. And that's a proven model. Well,

0:47:11Nightingale just brought them in for $39 and sold them a bunch of more things for $39. But I recognize that within all that they had tons of much higher potential buyers. So I got them to let me fund a mailing to their list selling a $15,000 program that was much more high level that they endorsed. And we made $2 million on a very small mailing. And at that program, all the people that had come from Nightingale, I asked for a show of hands how many people who bought a $39 program from Nightingale that was authored by some best-selling author went back to that author and paid five or 10 or 20 for that author's training or brought that author to speak and paid them 25 or 30 or 50,000. It was about half the audience. But Nightingale didn't see that potential because they were very rigid and linear in their potential. One of the things hopefully time allowing I'll get to is taking your business beyond exponential. And the difference is one way everything you do is linear. The other way everything you do is exponential. At same time, same effort. But the outcomes short-term and residual is many times better. Is this okay? What I'm sharing? Okay. So years ago, the infomercial market discovered that they could take an infomercial that produced X result by

0:48:43putting a B or B minus celebrity, somebody that might have been popular in a sitcom that was no longer around or an action-adventure or a movie that was hot for a certain genre and decade. And that personality that really wasn't that popular anymore as far as drawing big crowds to a theater or big ratings was enormously leverageable in multiplying the results of marketing. And the one that was really memorable was where there's a will, there's an A, and it was a way to teach your kids how to get greater grades. And they were doing X amount before they brought John Ritter from an old sitcom called Three's Company. And when they brought him on, the X turned into 3X. And there's lots that you do that you can take X and change it to 3X. I have changed headlines. Just 20 or less words in an ad on a landing page, on the front of a catalog or brochure, or the equivalent of a headline. The equivalent are the first things you say when you take an in-call for a sale or you make an out-call for a sale or you make a presentation for a sale or the subject line and increased results up to 21 times, very frequently, 3 to 500. So we tested 33 ways once of greeting people, the front door of a very large furniture store that was getting

0:50:27about a thousand visitors a month. One of those ways tripled conversions. And I'll tell you what it was, I'm not trying to be teaser. But we didn't know, that's why you have to test. The winning the winning verbiage that tripled closure and they were running lots and lots and lots of ads was, and what ad brought you into the store today. Unlike, can I help you? No, I'm just looking. When you ask that kind of question, it begs for an answer. The four-piece Italian bedroom set. Oh, the rest of your house Italian? Is it new? When your kids grow and leave the house? What's the scenario? And it engaged in a leadership transference that gave the salesperson control ethically, but strongly in the sales relationship. There is so much that most of you probably never thought about, but neither have your competitors. And when you realize all that is possible from all that you do inside, outside, with prospects, buyers, markets, media, Jesus, it's incredible. So years ago, there was a very, very famous magazine called the Saturday Evening Post. And in the eight day of magazines, it was absolutely the most popular general one in the whole country. But it went bankrupt because the company behind it grew too fast. When it went bankrupt, somebody that I

0:52:06worked for went and bought the assets out of bankruptcy. What they bought was the subscription list. They bought the right to all the archives and they bought basically the right to the name in a couple of other magazines. The Saturday Evening Post for years had on every cover a Norman Rockwell, who those you don't know is a famous traditional artist from the 1900s. I can't remember when he lived and died, but every issue, he, one of his famous paintings would be on the cover. And they had the rights to all of those covers. They also had these subscribers. The magazine went bankrupt, owing subscribers on average about a year's worth of subscription. The owner did three things. First thing they did was hire an attorney, pay him a very nominal amount, gave him all of the Norman Rockwell rights. And he went out and he licensed them for tens of millions of dollars for calendars, for greeting cards, for all kinds of coffee mugs. Then they took the subscriber list and they wrote them and said, we have taken over the rights to the magazine. We have no obligation to honor any of your last subscription liability, but if you want to renew for three years, we will add a year to it and they brought in about 20 million dollars. Then the owner

0:53:45had a product called Barkeeper's Friend, which was a, like a baking soda type utility product that he was trying to sell more of in groceries. And when they relaunched Saturday Evening Post, every issue had a full page ad and he built enormous distribution and groceries and he sold the product for tens of millions of dollars. Carnival cruise. It sounds like we may have lost the audio there. So let's bring Jay on to talk about how to integrate these stories into what you're doing and how you do it. So Jay? Yeah, this is funny, Brian. It's, this is the first time we've done this this way. So apologies, I'm sure they'll fix it. And it's a really cool, cool presentation that I only did one time. And I'm sorry that it at the most emotional part, it stopped, but they'll get it back re-cued. I'm sure. And if they don't, we'll, we'll punt. But what did you want me to talk about, Brian? Because you got me off guard. Go ahead. How, how can we begin to use this material in our business? Well, we can do it by watching the whole thing first. So we have to get it back or we move on. But assuming that to be the case, literally what we do is learn that within, you will see as these layer what's forthcoming, you will see that there are enormous numbers of ways to use other people's goodwill, credibility,

0:55:37hard one, access to a decision maker, you want to reach their credibility, their distribution channel, whether it's their email, their salespeople, their platform, the packages they send out. And when you see that none of your competition even thinks that way, it opens up enormous profit vistas. And hopefully we will get the video restarted, not from the beginning. If we don't, we will move to the second part and we will access the furt as soon as it's done. But what you will see is that I, my colleagues or some very, very prominent companies, Carnival Cruise, Chrysler, DHL used variations of the very same profit power that has always been available to each and every one of you, no matter size, or scope to leverage up other people's assets, access, reach, credibility, trust, distribution channels. That's the whole essence of this. Now, have we fixed it yet or are we still? Yeah, Jay, so we're ready to go. But I'd like you to address something so much of somebody. And so you know this, everyone keeps asking, we are not, this is, I don't do this. If you don't have time and I apologize, but please, from my heart, you were invited to participate on six hours. If you can't get and do the best you can, but we told you

0:57:20that we're investing in you so you'll reciprocate. I know you've got other, I'm not angry, but we're not repeating it. So please try to take as many notes and stay on as long as you can. But we aren't doing our replays now or doing it. We're not that kind of businesses. We're doing this as a daring bold audacious experiment. Go ahead, Brian, what were you saying? That was what I want to do address is, is let people know that I mean, and we already don't accidentally game the chat because I am not like anybody else. If I see somebody intentionally or otherwise, throw their email out or their phone number, I will take you to task in a way that will be very embarrassing because I do not want you to breach the integrity of what we are trying to do. Don't take advantage. That's I teach preeminence. It's about high-ex my integrity and ethos. I expect you to be the same. And if you're not the same, again, you're in the wrong place. Let's go. All right, let's play the video. This is really interesting. When Carnival Cruise started, one of my colleagues was the marketing director. True story. The guy that started only had one second-hand ship and he couldn't afford to even paint it on both sides. He had to bring it in on the painted side. Every time it went out,

0:58:42it went out half empty. That was about 400 unfilled rooms at let's call it $800 a room a week. What's 400 times eight a week? It's $320,000 worth of value literally down the drain, right? They figured out because they didn't have any marketing money. They could go to radio stations, television stations, publications, and trade cruise credit for advertising. But they were even cleverer. They gave the usage. They gave a two-year window. So the advertising people did not have to use it right away. But they got their advertising right away and they filled all those rooms with paid clients. And then when the radio and television stations did use their credit, Carnival had a surcharge of $100 they charged to redeem the credits. And that covered the incremental cost of the cold cuts and made service. Very interesting. That is Massimo. He was very popular. He blew up his business, went broke. Then they licensed the name for Kmart. Ricky Tiggies Tiggies was a colleague of mine who was a brilliant designer. He would go to all kinds of white goods and he'd go to sheets and pillowcases and things like that. And he would give designs to them and have them test how much better that design sold than their basic one. And he would get 10% of the increase

1:00:26just for having his design on their sheets. When we did a I did entrepreneur magazine years ago, when I did entrepreneur magazine, it was not the magazine you see today. It was a membership-based organization they charged $100 a year to be a member. For the $100 you got some plaque and you got a couple of discount cards and you got a magazine formatted publication that every month had as its centerpiece about a 25 page major article on an emerging small business opportunity and it would chronicle the risk of it, the yield of it, income potential, who the big franchises were, yogurt shops, salad bars, tuna shops, all kinds of things. If you wanted to do it yourself how to do it. But every month when it was the next month that article would just be relegated to archive and never be used again. When I got there they had bunches of these in archive. I took them. We added about 30 pages of boilerplate which was really nothing more than how to hire somebody, how to advertise inexpensively, guerrilla marketing and we sold them as startup manuals. The magazine membership was only doing a million dollars a year and we did $9 million a year the year I was there selling reports. When we got enough of them built, we assembled them

1:02:00and called it the Entrepreneurs Institute and we assembled them by food related business, service related business, high yield businesses, food businesses and we sold those for $200. I'm just trying to show you how to think differently. Is this having value because I can stop and go on? And I'm not trying to man, I just said that gets my brain diverted. I'm not trying to be rude to you guys. I'm going to, in contemporary suites, this is cool. I had a bunch of clients in the beginning of temporary, now it's we work before that. It's Riga's. Before that I had a client that had a bunch of them and besides being the initiator of the model we created one more level of yield. We did analysis of the probability and outcome of, I mean there's two kinds of companies that would rent temporary office space in a big suite. One would be ones that were big companies that had sales rep or something and they were just sticking them in that kind of an inexpensive office. The other would be a startup that was trying to get started and grow. So we looked at the probability and outcome of startups evolving and about 30 to 40% evolved to a bigger business and they would take office space permanently in a building and what we did is we gave them two choices. It could be X rent

1:03:27if they wanted to give us no agency but if they would give us the right going in when and if they got big enough to move to a formal lease in a building we got to broker it. We would give them a lesser rate. We made more money on brokerage and we had a deal on providing the telephone systems and the office and all the other things on the back end but no one ever thought that way. Okay it's at industry seminars. I'll tell you what that is. Any time there was ever an industry seminar going on that was expensive, if I had a client that was dealing with people that would benefit from that topic of her skill set I would go to the promoter and I would do three things. One I would make a deal that at the very last minute we could get tickets to this expensive seminar for pennies on the dollar and only pay if they were redeemed and in the last week when we found out that we could buy three thousand dollar tickets for fifty dollars in a block and not pay for it unless they were redeemed we would try to give them away to all our clients. It would be very difficult to do but the clients would be very grateful because we were giving them three thousand dollar three thousand dollar values. We also would retain the right to take a recording and

1:04:50transcribe it and use that as either contributions, sell it, give them a little royalty. We did the same things. I would go out to publishers a lot of books that are evergreen meaning they're still very viable and appropriate today but they sort of they live their course and they're not hot anymore. We would get the rights to when they're out of print for maybe a thousand dollars, take half of it out, throw it away, use the middle of it as a startup manual and we'd sell ten or fifteen thousand for thirty nine dollars or we would take one that was very very successful that had gotten all kinds of media exposure from Wall Street Journal, NBC whatever and we would get the rights to issue a reversion and get our client who was in that field to write two chapters and he or she would get credit for all the historic media exposure and they could legally lay claim to it and it would give them credibility and stature overnight. This is pretty cool. Colonial Penn is still a major insurance company. When they started they were focused very heavily on creating affinity group programs, large group coverage and they were struggling. They weren't doing well and after a couple years of struggling one of their directors came up with a brilliant brilliant solution. If we

1:06:21can't get a client of our own why don't we start it? They started AARP just to have a client and that's true. I had another client that was in the fundraising business and years ago if you were a fundraising service you could get a large portion of the first donation legally and keep it because all the organizations wanted the re donation because those were usually much larger and more more sustainable and one of my clients kept losing clients because they earned too much and finally they thought screw that we'll just start our own association. They started the American the National Association of the National Taxpayers Union just to have a client. There's two automobile stories. One is about Mazda when it first came to the United States. You have to be my age but when Mazda first came to the United States they came out with a car called the RX-7 and it had a weird engine called the Wankle motor. It was a weird like a triangle with a circle in it and it turned out it leaked oil and it wasn't very powerful and the cars didn't sell and there were about 50 million dollars in retail sitting gathering dust. I don't know what direction I'm in but Long Beach California those of you from this area it's south of here. No north of here and one of my

1:07:46friends who was a master at barter taught me how to think very creatively went to Mazda headquarters in in Southern California. He went to the the president and said I will trade you 50 million dollars worth of cars and get you 50 million dollars worth of advertising for next year's model which was not a Wankle engine and the president said I can't do that we would lose space. My and my friend thought okay was dejected but he left and he started driving towards Santa Monica where he lived and all of a sudden got a really interesting reframe he turned around went back asked to see the president again said let me ask you this if I buy 50 million dollars worth of cars from you at retail will you buy 50 million dollars worth of advertising for most and he said you sure but it was just semantics very interesting. Chrysler when they went bankrupt they had tens of millions of dollars sitting in their lots that they couldn't sell. My friend went to radio TV stations and traded cars for advertising trucks for advertising. A brilliant guy in Hawaii owned tons of radio TV stations and media all over Hawaii. He took every every dollar of trade that Chrysler would make with him. He owned a milk a dairy and he traded trucks for dairy

1:09:17dairy trucks. He took all the cars and trucks he could get and he put signs on the wall in his in his stations and his media stores offering to sell these cars and trucks at 20% off to his to his employees and their friends and he sold everyone. He got cash right now if you know anything about media very few radio and television stations or publications have don't have unsold time it's it's it's almost it's almost free so we got all this cash up front let me have some water. I just did an interview today for my podcast I have a pretty cool podcast and I interviewed a friend of mine who's a specialist in buying discount media. He buys serious satellite for his clients at 20% on the dollar. Well why is that important because at 100% on the dollar you could lose your butt. At four-fifths less you could make a very marginal response very profitable and most people don't know radio stations television stations publications they all have unsold advertising and towards the end you know it's it it disappears if it's not you the same thing with the hotel that's why Priceline and all those were able to do what they did share it and for many years traded three million dollars worth of hotel credits for advertising

1:10:46they would run on major networks and the networks would use it when their executives and their and their families would travel home shopping very interesting home shopping network started a guy in Florida had a little funky second rate radio station he couldn't sell major advertising but he could trade merchandise to merchants and every Saturday and Sunday he would have an auction and he would sell it out and he started buying weekend time on other radio stations and doing the same thing trading for advertising and auctioning and after a while he created the whole methodology before for home shopping. When infomercials first came out it's very interesting nobody knew the value of them it's like arbitrage there were two companies who bought every possible unsold time on lifetime on USA network and one more and they went to everybody who wanted to be in the infomercial business and they commanded 50 percent of all the revenue for letting them use their time it was like a lease deal it was very very very lucrative. DHL when they first came to the United States very smart they went to all the radio stations television stations they offered to trade I think it was 15 million dollars worth of DHL for the radio time but their their strategy

1:12:17was not just what I'm talking about it had a whole other dimension they knew that once you get comfortable and used to and addicted to one provider you're not going to probably change so when the trade expired guess what people started spending money with DHL and they became the go-to source of most of the media pretty smart I was in the newsletter business when it first started nobody knew the value of inserts physical newsletters going out every month nobody knew the value of inserts I went I did an analysis people were renting each other's newsletter they were paying about 60 cents in the mail to mail a third-class letter third classes junk mail but they were breaking even on that at that rate and I realized if they were breaking even at 60 cents right mailing because I'm a very incestuous I'd rent your newsletter you'd rent my newsletter very weird business but if they were breaking even at 60 cents I thought well what would happen if I took that promotion reduced it down to a shorter piece smaller type and stuck it right inside the newsletter it would only cost about five cents to print it get a free ride but if it made 60 cents when it was mailed if I could basically get the same result for five cents every one I printed I'd make 55 cents

1:13:45on and these newsletters were putting out millions and millions of subscriptions a month but then I realized just by being inside a newsletter it had the implication of endorsement which is a multiplier so I bought the rights to all the newsletters I could do and I was making five hundred thousand dollars a week when I did a promotion but what I did I went to all the other newsletters who were happy breaking even and I told them that I would give them the name of a subscriber and the hard cost of fulfillment which back then was only six or eight dollars for a two hundred dollar subscription I got to keep all the rest because that's what they were used to make they weren't used to making any money they were breaking even and making their money on renewal on upgrade services isn't this interesting is this fascinating thought process you got a couple more then I'll get you into some really deep stuff this is fun my friend bought years ago the western White House which is a huge house right on the beach in Santa Monica and it was owned by the brother-in-law of John John Kennedy and he was in barter he bought it from the owner on pure on trade every month he would pay the guy fifteen thousand dollars worth of credits he got from restaurants from hotels from

1:15:03airlines that he got for about ten cents on the dollar and it was really incredible I'm not going to do that not going to do that not good those take a lot more time to explain I'm just not going to do okay this is cool so there's a man in northern California that dearly loved Porsche automobiles he always wished he could own a Porsche but he could never afford it then he found that was a small northern California Porsche dealership up for sale and curiously he went he applied to get all the details and he studied diligently and painstakingly the dealer procedural manual and he found that dealers could make available back then low or not loners but demos and I can't remember it was three months or three thousand miles whichever came first and it got it got licensed as a regular car full brand new with that piece of information he ran ads all over northern California that said drive a brand new Porsche every year for life for a one-time investment of 75 thousand dollars and he got hundreds of people to respond and he raised two or three million dollars and his whole plan was to let them use get you know get demos and they can basically circulate but the majority of them just bought them and they became the great referral source for him but the most interesting thing was

1:16:26it was a million dollars for the dealership he got twice that no stockholders no interest no debt so just a way of thinking differently is this interesting I'm just trying to show you a few ways you can think differently this is pretty quick so I'm going on to number 35 I'm passing things that will take me too long to explain technically and there's all these are cool but they take technical explanation I don't want to do that this is fun thought so the Palm Springs tourist bureau for years would collect this money from all the merchants and they would spend it but they spent it very interestingly they would go to magazines or they would go to national publications and they would buy technically advertising but they wouldn't give them a check they would give them credit that had to be spent with Palm Spring merchants so it got recirculated back into the community I thought that was pretty clever years and years ago very fascinating a guy named Bob Allen and a guy named Mark Victor Hansen Bob Allen I don't know if he's still around real estate Mark Victor Hansen with Jack Cannonfield did chicken soup for the soul they had a they came this came up with this cockamamie idea called cracking the millionaire code and they called me and said Jay we want to teach people

1:17:46who have no money no product no idea no business how to make a million dollars in a year for the standing start for no investment no risk and we want you to come up with the idea and they and they sold this is even more audacious they sold 400 people a seminar for five grand where they were going to teach it and I was the big idea and I thought oh shit so I came up with one and I explained it's sort of interesting you go through the the main categories on a google search the names you want and you find arbitrage you find somebody for example that sells a seminar but doesn't have a book or you find somebody that has a book and doesn't have a seminar or you find somebody has a book and a seminar but doesn't have coaching or somebody that's coaching and doesn't have a book or seminar and you put them together you take a piece in the middle and I explained it I outlined it I gave examples and I had done that myself in a different application and there were 400 people in that room and 399 didn't believe it was possible and to them it was right and one did and she made a million two in six months doing exactly that I had a gold brokerage dealer I had about five of them and we built we took them from 300,000 in annual service fees to 500 million in a year and a half

1:19:09for no cost by me going to all the newsletters out there that had a similar profile of of investors subscriber and us becoming the recommended dealer to the newsletter and we basically did an integrate today they do affiliate programs which are just a bunch of hypey superficial promotion every does the same thing we would go to each newsletter and we would become their recommended provider when somebody was a new subscriber they would get a welcome packet from the newsletter and one from us teaching them all about how to invest in hard assets giving them the outlook in reviewing a bunch of experts some of whom didn't even like hard assets it was balanced every quarter we would fund a special edition of the newsletter on hard assets every every six months we would do regional seminars we funded where our people iconic person in the head of the newsletter would speak and we gave them all the money because we got clients when their mailing piece stopped working we would fund it and I would build it up and make it more profitable and we split the profit when the mailing piece no longer was usable we would take the bonuses because most newsletter had bonuses and we use that for our other side for our broker side to get leads and

1:20:25it's just repurposing repurposing affinity marketing becoming a part an integral part of the other organization and we're going to take a pause here and if you saw my little challenge in the chat are you going to be the person that takes action today that puts something that Jay is sharing with you into your planner and get some benefit from it if you can commit to taking that action let's put something in the chat right now let's blow this up and and Jay is getting his notes together I see there Jay so yeah and lots of people are saying yes it's going to be me I'm going to be that one person out of a million that takes action that that invests what they're hearing into reality and make it a part of their life and business yeah one of the things that it was very fascinating I'll give you a couple of random and anybody that knows me and if you either of you large companies get involved privately or smaller ones in a group I'm a poster boy for adult attention deficit I'm a mad scientist so I come up with random thoughts can you guys see me okay Brian everybody I love but something happened in the back that makes me look religious and I can't I think we have a light going out I don't know what that is so I can't get rid of it so I'm going to take advantage

1:21:49of the aura and the in the mythical look but I was thinking about something I'm thrilled that they're almost 700 of you want there were about 2500 that signed up and so the other ones that aren't on who are too busy doing whatever they're doing and are going to spend that calculation for the rest of their life achieving a fraction it's actually sad but what I get more not upset I know this stuff I try to share it as dimensionally and differently as I can so it comes alive in that I stand out not being a tactical superficial disseminator of delusion but a real representative of how you can grow an extraordinarily exceptional and and and a highly strategic business but all the people that don't have time to do things like this they're going to lament all the time gee I wish I could figure out how to make my ads pay more oh I wish I could get more leads I wish I could get more sales I wish I could figure out how to get my business to grow I wish I could make more money I wish I knew how to grow this thing and wishing isn't really the answer there's no surprises everything in life I mean it's like it's it's there's there's everything has you know cause and effect just cause and effect so a couple things first of all I apologize to my my staff I was a little irritated

1:23:21because I thought that that the video broke but it did not I had asked him to schedule a little break so you knew I was alive in here and I didn't look at my own notes so that's what happens when you're ADD apologized to the staff in the beginning we talked about 93 referrals and that's how many I had when I did that but I am not static I am constantly spending my day working with operating businesses all over the world trying things learning things creating breakthroughs hybrids experiments we are now at 125 ways and the same thing with strategic alliances I'm not a static person we keep evolving so I just wanted to say that the thing that I'm trying to establish right now from the beginning of this day is that most people don't know how to think critically most people don't know how to think consequently most people don't know how to think super strategically most of your competitors who think they are strategic their strategy is called tactics if you can just shift that alone you will explode beyond them because you're going to see connections possibilities opportunities performance and enhancement they don't we talking about barter just for your edification I've generated directly and directly billions of dollars in barter you can use barter

1:24:52many ways if you have a business that has a desirable product or service and you have the ability to produce a near infinite capacity when we don't have shortages my voice just whistled and you have margins that are significant and you can exchange over capacity or underutilized performance for goods or services you would normally write a check for for your business or you would buy for your own life your essence is you're buying that at the discount that you create by you know whatever the margins are in your business we've taken car dealers and most people don't know maybe some of you are car dealers a lot of car dealers spend millions tens of millions of dollars on products and services to operate the dealership there's a lot of of revenue that goes through them and we go through everything they're spending money on we go through the vendors they're using we'd see if those vendors would be willing to trade services and products or a different vendor would like our business and would trade services or product but we would trade them on an asymmetric basis we'd want one and a half to two times their services for an equal dollar of our car so if a car is selling for 40 grand we might want 60 or 80 thousand dollars

1:26:13of their products or services why would we want that because we had maybe 15 percent in the car but by doubling we just got 30 percent reduction on that which we would normally pay cash for if you are an expert and sell any kind of services and they have any value you can you have any kind of underutilized capacity you can exchange it i love automobiles i i don't do a lot of static consulting we prefer getting one-time fee a decent one but then basically sharing in the profit performance with large enough companies but i get a hundred and twenty thousand dollars if i do a day i don't do a lot of days but i can trade very easily in my driveway there's a well it's not brand new now it's a year and a half old roost 80s g63 a mg wagon that i traded two days for under a tarp there's a 2021 NSX i traded two days for my wife has a Porsche i traded two days for i just got rid of a gts that i traded two days for we've got millions of dollars a bar that i traded for bar it can be a very unique strategic and you can also trade for things you don't want but if they're negotiable you can sell them in cash converse just explaining that that's possible we're going to tell you a couple more stories i think we may not but then we're going to go into

1:27:37teaching you and admit it the mechanisms on how to do these things in all the different ways there's 40 or 50 ways i've identified you can do strategic alliances and we're going to get into that but there's two stories i don't think i told that i think or i'm just trying to stretch your mind before we give you the quintessence and and we layer you on the 30 categories of exponential profit explosion and we show you all the levers and and gears and drivers that are available that'll be the second section but um two great stories that i want to layer before we come back and i'll be quickly about this uh hold on hold on oh yeah when i'm talking about the way when i'm talking about newsletters i'm talking about renting newsletters subscribers it's funny you you delude yourself to think at a presentation is perfect and then you watch it you go oh my god i didn't explain that clearly so watching it again and clarifying when i say we we exchanged you know we got newsletters it's not newsletters it's newsletter subscribers we would rent them and mail them that's what i was talking about there two great stories that are one more dimension of of expansion of your of your sense of how to take opportunities nobody ever sees

1:28:50and sees on them not s e s but s i e z e this is a classic one many years ago i i did my first seminar in China used to go for 15 years and then i stopped but the first time i did it was a very very large event was five thousand dollars when the average seminar in china was about a hundred and we had a full and we had eight nine hundred people and at the end after i taught all my methodology and i had a program i taught called master mind marketing and the billion dollar a summit was an integration of all these marketing methodologies a young man came to the mic because we had q&a and through translation he said jay what do you do if you're too small and the bank won't lend you money to grow and i said well okay tell me this tell me first of all a little background and then tell me what would you do with the money if you had it i always ask what would you do the money if you had it so he said jay i'm a small local motorcycle manufacturer now only in china with the city that's got a hundred million population would you be would you be a small local motorcycle manufacturer and i if i could get the money i'd go all over asia i'd open a plant i'd hire salespeople offices recruit dealers sell motorcycles all over asia i said okay what's the

1:30:11problem and he got many i told you it won't give me money i said you don't need money just i'm saying to all of you you don't need money if you think your resource impaired your problem is always going to be the solution to somebody else's bigger problem but oftentimes they don't know they haven't so i said go all over asia find somebody in a complimentary not a competitive field that is doing something with a similar profile that has a large factory they're not using salespeople distribution dealers and make a deal with them and that took me a minute and a half i came back i'm being fast because i want to get back to the to the really cool thing where we explain now how to do this and then we take our little break and i entered some of our services and then we get into the 30 different categories after that but i said i did i told him that and it took two minutes i came back 15 months later the guy comes to the mic again and he's smiling like the Cheshire cat he said jay i did what you said now when you get to know me if you get to know me i spend all my day during answering problem or solving problems answering questions untangling gordia knots i didn't remember what i said he reminded me i said okay great what'd you do he said i went all over asia

1:31:18when i got to malaysic wall and poor i found asia's largest one more manufacturer they had a huge factory the factory wasn't even being used very much in the second shift we made a deal they provided the people they had the equipment i just had to bring the tools and the dyes if you don't know what those are those are the metal that used to forge the parts and the assemblies that make parts for products i had to teach the salespeople in all the cities they had offices they had sales representatives they had thousands of dealers in our first year together we both made 10 million dollars that's what's possible by understanding this and it up the the food chain or down the food chain largest small sophisticated or not anybody can do variants of what you're about to learn because there's 43 ways you can do it sophisticated or not last story which i forgot to tell which i really like i had a driving school in japan and they were all over tokyo and it was very limited because in japan only at about ages 23 to 30 to people want to learn how to drive it's a couple thousand dollars they make maybe a grander 15 or maybe it's three thousand maybe they make $1,500 total gross profit after that you know but by his advanced training or anything else it's a one

1:32:35time sale and upon analysis i found out that half the people that get licenses in japan never use of it's like a badge of honor and of the other half only half by a car and the other half rent cars on the holidays and the weekends to drive around and i realized that the big opportunity for this school that had been around for 30 years and had thousands of ex-students was not driver training it was to have rental cars so we put rental cars in and they started making a fortune and then we got them to go to all the other driving schools around japan and syndicate the concept so you got to be able to think beyond the rigid limitations of what you do let's see if i made any other note i don't think we talked about it but when i was talking about buying media for 80 off wesley financial the company you will see if you watch uh you know cnn uh fox bloomberg a lot of those things and they're on serious they were and they still are my client we did that for them they were trying to to run tv and radio ads local and they were very expensive and they were getting very marginal conversion and marginal cost i mean high cost leads and they couldn't do anything but i plugged them into my my colleague that buys media for 80 off and in

1:33:58one year they went from 40 million to 140 million that's the power of thinking differently and that's it right and we can now teach people the 43 concepts all right so we're going to come back and and teach these uh 43 concepts then we're going to come back to jay for a quick review jay's gonna uh i believe rob's gonna come with us and share a special message those of you who have larger companies and those of you who are getting your brain stretched and your uh and your sense of possibility exploded and think maybe you'd like to learn how to do this really deeply but we're not trying to hold back i'm showing you how it's done i'm telling you who's done it but this is the outer periphery but it's a deep outer periphery and we'll teach you what's available show you what we've got high low and if it's appropriate great let's continue and then we have a break so a break is is on the agenda so let's get back into this and uh let's roll the tape okay uh i'm going to do something okay i'm going to do this so i'm going to it says relational capital because i haven't changed it but i'm going to just lightly go into this and then power through it and then come back if i have time allowing so i've done billions of dollars in my life by figuring out how to get other companies organizations media

1:35:23associations to make their resources available to my client in lieu of fixed payment but paying on some kind of an exchange results reciprocal uh all kinds of other service provisions and originally we talked about it as relational capital but i i came to think about it and i realized that it's actually something very different it is ultimately the equivalent of the unlimited business checkbook in that you literally and truthfully can take any business that thinks it is resource impaired if you say well we don't have enough capital or enough expertise we don't we can't afford new offices we can't afford a sales force we can't afford a technology we can't afford equipment we can't afford a personnel we can't afford this we can't afford that bs now if you take it figuratively you could write unlimited checks that only get cash when if and after they produce a profit for your business way and far above the cost that they are redeemable for and you can do that everywhere and i'll give you some examples of it to blow your mind and you will get excited and then i'll do something far more clinical and then i'll probably get pulled off the stage for babbling in coherently let me see what i just said i didn't read it okay i was okay you guys can read i want

1:37:03to go there uh so i mean i just think you're playing a game in life and you're gonna play to win massively you know to lose you're either sitting up in the stands as a spectator i.e. boy your your red shirt maybe get in or you're playing on the field in your starter and you're playing formitably to win and if that's what you want to do you need to master a different way of thinking at a different approach to how you act transact business and how you how you deal with your your company your people your market all the transactions everything okay uh not important these are not relevant to this these are not relevant to this these are not i don't know why this is here he put the wrong things here these are headlines i don't know what the hell these are doing here he put the wrong things here okay so leveraging and maximizing which capitalized any business outrage expand generate penetrate multiple new markets great entire new businesses i'll give you lots of examples of this but an interesting one is years and years ago i figured out for for hvac companies that they could offer this is before they were doing this they could offer winterization tune-ups uh summarization for a lost leader and make a fortune just because

1:38:29statistically the majority of the people they were going to visit didn't maintain their equipment well and they would find you know thousand two thousand dollars worth of very ethical and needed repairs and i had one client in Dallas and we were killing it and we got so much business they couldn't even handle it but they were worried that it would stop and they did not want to to uh invest in more trucks or people but we could get a lot more uh redemptions on the offer and so instead i went to a bunch of quality but under uh performing hvac companies and we made a deal to put our magnetic signs on their truck and our and our shirts on their people and reward them for doing our our overflow and we did we killed it one time we had a delivery service that did medical stuff blood samples urine samples things it had to be time critical but they were dead headed on the way back and we figured that we could acquire all kinds of other generic delivery services that had no time critical as long as they got delivered that day and they had basically sunk cost and our company had sunk cost and and dispatched trucks drivers uh you know insurance but we could take over all the client accounts and we could take the profit would multiply

1:39:57monumentally because it was incremental for us so we created all kinds of businesses that way knowing how to fully leverage and maximize relational capital that you achieve extraordinary marketplace posture differentiate preeminence uh okay uh these are a few the things you can do with it you can take full ethical advantage of other people entities assets access brand distribution momentum you can take economic and strategic advantage of your own company's unused relational capital uh you might have access to a certain kind of buyer but you see yourself as only one kind of a business where in fact if you say what else do they buy before during after and instead and if you either accessed companies that did those things and made partnerships with them or private label with them you can make more money on adding those different products or services or if you got control of buyers before they would buy your service you could eliminate totally the acquisition marketing cost that you're sinking right now to get a buyer does that make sense or is it too sophisticated fun way of thinking isn't it never thought about this before did you say no if you did say no make my ego feel good i'm a long way from home uh utilize your

1:41:21company's kind of mean people don't realize that you have you can look within your buyer base and you might find when you analyze it profile pardon me profound insights you might find that some of your clients have access to enormous uh markets that you could tap some of your clients you've accidentally attracted nine million bicycle cyclists or martial arts and you've never gone after that industry but if you don't look at it you can't really tell you can be a matchmaker putting deals together i ended up when i started doing inserts in newsletters i realized i had created a distribution channel so i amended my deal and said i want to be the source of all offerings to your newsletter i'll negotiate them all articulate them all structure them and we'll split revenue and the half that i get of your side will be more than a hundred percent you'd get if you did them yourself and i became the toll gate the toll position for everybody just by changing my posture from one time promotion getting access to their list to the controlling source of the distribution channel so okay what would happen stability of business if you began to formalize many more profits this i mean with relational capital you can build back ends front ends you can get access to sales

1:42:48forces distribution channels offices everywhere you can partner with people that have trade show exhibits and let you co-exhibit with them you can um you can um get licensed to use somebody's brand uh and apply it to other products or services you can get control of it use it for your own product or service co-brand flip it i mean there's all kinds of fun things you can do there was research that said that more and more companies are growing by strategic alliances a couple years ago than just by normal ordinary outside exposed normal traditional type of advertising and marketing these were just a couple of them the nine major benefits this is going to get into into really granularity that everybody can relate to so number one you can use it to achieve advantages of scale or scope or speed that aren't available you can be national international tomorrow without having to sink money in your own office your own staff your own you don't have to write checks for for leases you don't have to employ people you can just negotiate access and and financial sharing by using people's existing organizations resources and you can do things overnight that are unimaginable and the risk is almost zero you just have to fund uh nominal cost and you've got to basically

1:44:13share the results you can increase market penetration i mean i when i was in the seminar business which i'm not anymore i do a little bit of high-end twenty five thousand dollar small makeovers but we did a quarter billion dollars two hundred fifty million dollars and something like two and a half years in my total out-of-pocket fixed was three hundred grand because i went to every newsletter that had an entrepreneur profile i went to success magazine and went to the in flights went to tony robins of the world i went to the seminar companies and they were all my promotional partners and i controlled benevolently the message and they were all unique to their audiences and we were getting we were getting sources from everyone and we were filling nine hundred people at five thousand and we sold out every twenty five thousand and we had almost no downside you can enhance your competitiveness in local and national and national markets because now you're in association with formidable people who have dominance so if you were going into a market cold you have to win the trust you got to spend a lot of money but if tomorrow morning you're partnering with somebody who's already got massive brand with a parallel universe

1:45:29overnight you can be incredible you can enhance product development you can go in and you can have other people basically licensed to you their ip you can basically have people pull money to create things i had clients all the time who were um who were uh professionals cpa's financial advisors uh state planners whatever you want and we would put together aggregated full day training programs and and evening uh dinner programs and we would basically have no sunk cost because we came up with the idea and we would get all them not only to fund everything not only to put their expertise in which made the richness of the theme much better but they would also access their own database and we get access to all them you could develop new business opportunities through products and services um i had a company we helped in australia right in the beginning of crm and they were selling very expensive entrepreneur focused crm systems they were running ads at every major trade magazine in australia and they were getting about a thousand leads a month i can't remember what their crm system was back then 50 80 it was a lot of money for a little entrepreneurs and they were only closing about three percent but it was profitable enough that

1:46:57they kept doing it and i pointed out to them they were spending you know a hundred two hundred thousand dollars a month that they were basically throwing if they were getting three percent closed they were basically losing ninety seven thousand dollars a month down the drain i said people didn't respond because they weren't interested in a crm it's not a really exciting sexy thing to find out about they had the need either your your service or your product was too high the financing was too difficult too many bells and whistles i said why don't we see we can find someone out there who's got a great entry level but they can't mark it worth a crap and let's either take over their product or license a private label and put some of our bells and whistles and down sell that to everybody who can't afford our expensive one we did that we paid a five or seven percent royalty and we we made more money on the people we originally didn't sell but it also made all the people we sold our expense and crm pure profit just a different way of configuring it you can create new businesses at will by partnering getting access to products getting access to markets you can get control of tangible and intangible assets names endorsements rights books

1:48:22ip reapplication of something to a different market i did 23 million dollars worth of training in one six month period teaching people how to use what i did to create contingent marketing because there were a lot of people that i could only do 12 clients a year and most of them out there were too small for me i couldn't justify them they couldn't justify me but i knew i could teach tons of people who would love to make five grand a client instead of me wanting to make 2550 grand a client every month and we sold all these people i had an attorney it still does it in los angeles who was really masterful at marketing trust in his states but he only wanted to do los angeles he took all his methodology all his ip and he took outside of the los angeles metro he leased it he leased it and sold the usage of it to attorneys in 50 different states we had a guy who was a lumber mill operator it's very interesting anybody knows about lumber mill the biggest expense in a lumber mill is kiln drying you know what kiln drying is you get this green tumb timber coming in so you got to cut it into into board and then you got to put it through a heating process that cures it and it's the biggest expense on energy it's the biggest danger because if you

1:49:50overdo it or underdo it it warps or it becomes substandard and the value of it is lessened or becomes scrap well he was great at three things producing the maximum amount of whatever double a grade the minimum amount of energy and he saved millions of dollars but the problem was he could give his lumber away to somebody who was outside of a certain geography and it wasn't cost effective so he circled the geography went to every lumber mill all over the world outside of that and we charged 25 grand a year to use his methodology and every time he came up with another nuance was another five grand and he made more money doing that we had a dry cleaner in Chicago who used my stuff and was just killing it he was doing three times the average revenue per dry cleaner but he had no he had three different facilities he had no interest whatsoever ever growing so he took all his methodology his IP is advertising and marketing and he he did an advisory letter for $200 a year and he sold it to a thousand dry cleaners outside of Chicago we had a car wash who was great at doing by the way this is what they did but you can get control of that because almost any business that successful beyond what their competitors do has some methodology some process some marketing some

1:51:09selling approach they can be codified quantified and and used by others directly or in related fields isn't this interesting thought and again this is just tangential stuff for me but I thought it'd be fun to share with you so you'd be up all night thinking about how you might be able to do it you can do it for your own business you get control of things how fun but the car wash basically had I think they were triple or quadruple the average number of upgrades that it was making them 20 grand extra a month but a car wash what you're what you're usable geography three miles above that it makes no sense so they got two thousand carwatches to give them a hundred dollars a month to use their upgrade they're making two hundred thousand dollars a month for using it for others and 20 grand themselves very interesting you can use strategic alliances and joint ventures to sharply reduce costs and increase profits if you're basically particularly when you understand allowable costs by the way most people in business are totally absolutely it's gets into my day job off the mark when they look at acquisition of new buyers clients patients they think about it in terms of either they're all worth the same or they put a percentage

1:52:29of revenue from last month or the year or they just arbitrarily put an amount in there and that's done all buyers all prospects are not worth the same different sources different different product service offers different positionings are worth more or less and if you don't understand lifetime value meaning what somebody is worth when they buy first time what what they'll buy after that how predictably long they'll buy I'll give you two stories just to stimulate you tonight so you won't sleep so first story is my history we got started with Icyot Icyot today is this humongous arthritic product you can buy everywhere and and you know major athletes promoted and it's got 15 different variations of it when I started my employer who I worked with on a percentage worked out fabulous bought third generation old line mailer companies that sold patent medicines and by the third generation they were run into the ground so he could buy him for almost nothing and he was brilliant because he would buy the business on a contingency whereas close he wouldn't take he would he would definitely buy the assets in the brand but he wouldn't buy he wouldn't execute on the facility or the equipment unless he knew what he was buying it for was so

1:53:54under market because the third generation didn't even have a clue what used equipment was worth what the building was worth so he'd flip it and make money on the acquisition right there then he would take the product and put it into his main business which had huge mixing bowls and he was in the salary business the the automotive supply business waxes and auto cleaners and patent medicine but he didn't have any marketing budget my job was to go to radio stations television stations publications and persuade them to use their unsold advertising to promote our product and pay them on results and what our our appeal was our product back then sold for three dollars we offer them three dollars and forty five cents for every three dollars sale they generated and why do we do that it was smart but it wasn't as smart as we could have been the guy that I worked for was brilliant on understanding lifetime value marginal net worth yield most most entrepreneurs by the way are two-dimensional thinkers you think in terms of revenue less expense equal profit you don't think in terms of the yield that it keeps producing for you over and over and over again and when you don't think that way that's how a private equity firm thinks that's

1:55:13how you should think because your business should be looked at almost like an investment I get like a mutual fund in each each activity should be looked at almost like an asset class what's the yield you're getting on it every you know every whatever how long are you getting that yield is it appreciating or do you know what appreciating is by your ability to resell more things different things more combination of things I'll get into this in a little while if I have enough time is this fun I haven't talked about this for years so forgive me it's fun so any out my guy analyzed that every time ten people bought a first time purchase a bicy hot for three eight of them bought again every month literally for life until there's some cure for arthritis, deritis, bursitis because it was really good secondly of the eight four would buy something else third of the four approximately two would buy bulk twice a year bottom line was every time we got 10 buyers first time we made 50 dollars a year profit for each one so my guy it cost us 55 cents back then to make it and ship it out for each just glob of gelatinous menthol, menthol, sAV, some other stuff very very inexpensive to make but but he reckoned that the business of performance advertising would normally give a radio station

1:56:43or television station a third or a half and they were always worried a the product wouldn't perform it wouldn't get shipped they wouldn't get paid and my job was to overcome all that so I'm a very good consequential critical thinker I'd go to radio TV print people and say look here's the deal we won't let you even promote it for us unless we send two cases for you to have on on hand in case they don't get it we have no benefit if we're going to give you more than than we bring in we only have benefit if they want to repurchase it not going to repurchase if it doesn't live up and exceed and over deliver on the claim more importantly we don't care if you keep all the money and deposit the check will send you the 45 cents and even though there was a little bit of delayed cash flow I forgot to tell you half of the repurchases came within the first two weeks so the cash flow was very low in truth because we had a residual over x years if we wanted it we could have paid out $49 of the 50 if we had the cash flow and still made $1 a year a year a year one and $50 in year two and if we didn't have the money we could have got any investor and give it a mini kind of a above market yield but here's what happened I accidentally did

1:57:54something for the company that transformed it to what it is today and I'll get credit for it I created over a thousand radio station television station publications running ads for us all the time whenever they had unsold time or space none of them sold a lot but in aggregate we were getting five to ten thousand new buyers each and every day day after about 500,000 buyers and all this network of media running ads for us all the time people started going to their pharmacies their groceries asking for it we weren't in those so they started buying it we accidentally forced retail distribution now today that's not as great as having a big online business but back then that made the product worth a zero on the end after about a year and a few months a big pharmaceutical company called GD oh okay remember the last name out of Chicago that was ultimately bought by a company on out of Massachusetts bought the company for about 60 million dollars but here's the fascinating one second she's only have 11 minutes and I have this whole concept on taking your business beyond exponential and I have 43 more benefits that's sad oh well something's better than nothing so they had a mental paradigm that was rigid all they looked at was consumer consumer sales and

1:59:35groceries and pharmacies they didn't want access to the distribution channel they didn't want the thousand plus media network I had built they didn't want the over 500,000 geriatric buyers we had they let us keep that and they didn't put any value on it at all we immediately started selling other things to the distribution that wasn't competitive and we started monetizing the mailing list and we did it again so that's kind of things that are possible I'll show you because I want to get into beyond exponential just a little so aren't Jay's stories great I mean those are some powerful powerful stories and wouldn't you like to be able to tell us to have Jay tell your story and the way to do that is to take action on what you're hearing today this next section coming up after the break is going to be Jay breaking down categories of levers that you can use in your busy business today to strategically grow your business to fine-tude what you want to get out of things so Jay if you can turn on your camera let's do a little recap of that awesome segment about your storytelling and how it can be applied and let's introduce Rob good okay so an important distinction for all of you I did the first segment to lubricate your non-linear thinking capability these are true stories from my

2:01:09or my colleagues past that were made possible just by knowing how to connect dots differently than your competitors would however what you just learned is the outer periphery of what is next next is the integrative essence of a methodology that I have kept evolving refining perfecting e upgrading that I call taking your business profits beyond exponential it entails 30 different methodologies each one of which not the combination although you can combine them with explosive impact but each one of which separately can take profit performance geometric 95 require no extra effort no extra investment no extra risk just doing things differently but before we do that in respectful exchange for what I think we're doing that no one else would probably be willing to share at the level of depth of education illustration and explanation I ask you respectfully to now examine and evaluate what my vice president of profit partnerships and performance programming will share with you it'll take about 10 minutes but you'll learn two things you'll learn if you're large enough how we might be able to collaborate to do explosive profit growth for your business if you're small which is the majority you'll learn a way that you can master most of this in a

2:02:53most of this in a way that if it doesn't work you don't pay if it works the profit is so outsized it doesn't matter and rob are you there oh one more thing before you start there was an error I'm just so embarrassed when I was talking about the dry cleaner he didn't get $200 a year he got $200 a month much bigger a thousand two hundreds a month is 200 grand it was basically 2.4 million dollars it was not 200,000 big difference big big difference okay Rob yes sir thanks for the kind introduction Jay all right everybody again my name is Rob Colosanti and I am Jay's vice president of strategic partnerships we're going to talk today about two offers that Jay wanted to make available to you one of them is very what I would call expensive and extensive the other one is extensive and very inexpensive so we're going to dive into those right now next slide Carlos okay so the first one I want to talk about is the three-year profit partner mentorship this is a private result based high performance collaboration directly with Jay now this is only going to apply to about 2% of you the other 98% of you will be more suitable for the next offering so I'm going to blow through this one really really fast so first of all a profit partnership is where you

2:04:20essentially draft Jay Abraham onto your team for three years to help you grow the profits of your business significantly we're talking about growing your profits by maybe seven or eight figures so this is really suitable for businesses in our audience today that are doing at least 15 million dollars a year preferably larger but I would say about 15 is going to be the minimum and if you're a company that is already on the rise and you are preeminent you've got a wonderful product and service and when you look out there into your marketplace you realize that you're barely scratching the surface of your potential even though you're already very successful then Jay might be interested in in doing a profit partnership with you now here's how the compensation structure works in a profit partner relationship first off there is a one-time retainer to get Jay into the game to draft him onto your team and for you to put a little bit of skin in the game too so we know that you're serious about it if there's no skin in the game then there is no game the retainer is a hundred and twenty thousand dollars it is a one-time fee you only pay it one time and then that essentially gets you involved with Jay for three solid years if you can't do the 120 for some reason that's okay

2:05:39we have a secondary option of 150 there's a little bit of premium built into there as you can see but this enables you to stretch the investment out over the course of 12 consecutive months the other part of the compensation model is going to be a negotiated percentage of the new found profits that Jay brings to your business and again this is new found money that you didn't have before and probably would not have had without Jay's involvement now the percentage range ranges anywhere from about 10 percent to 25 percent on the very high end many of our clients are coming in somewhere right in the middle of that range regardless the the way it works is that let's say Jay gets involved with you on a on a project he say creates a strategic partnership for you let's say that strategic partnership generates five million dollars in new profits for you let's say his percentage is just 10 percent to keep the math really simple that means he's going to get five hundred thousand dollars and you're going to keep the other four point five million dollars so it's a sweet deal for the right company the upfront retainer be it the 120 or the 150 that's always considered a draw against Jay's eventual profit share compensation so we want you to get paid back first in this deal

2:07:03and until you recoup your upfront investment Jay does not get another dime of compensation from the relationship okay so that is a very high level overview of how a profit partnership again if you're a company doing 15 million dollars or more i'd like you to book a phone call with me you should see my calendly link on the screen either now or it'll be put in the chat for you and we'll have a no obligation no strings attached discovery session to see if you'd be a suitable client for Jay or not i know exactly what he's looking for i know his skill set is and we will we'll get together and see if the relationship makes sense or not okay so that's the first option the profit partnership let's go ahead and go to the next slide okay so this one's going to be a much more suitable option for most of you on this call and this is going to be just ideal for you if you're a small business wanting to grow or if you're an already modestly successful business looking for the next big idea or ways to optimize your your business performance or enhance or tweak your profitability i would also say that this would be an amazing opportunity for anybody who is a startup and i'm going to assume that we have lots of startups in this audience in fact go ahead and put that in the chat

2:08:17for me go ahead and raise your hand if you're a startup let me know if you're a smaller business somebody who's just getting started maybe under a million dollars okay i see them they're rolling in left and right here as i suspected so a lot of times we offer a program like this and people say put on the startup will it work you better believe it will because all the things that Jay is going to teach you in this program i'm about to tell you about are directly applicable to a startup business next slide please okay so it's called the j Abraham profit explosion formula this is all about taking your business profits beyond exponential and creating business wealth without risk so far that's been of course the theme of today's presentation in a nutshell it is comprised of four powerhouse phases that are designed to assure absolute profit success there is almost no way that you could possibly go through this year-long journey with Jay and the rest of our team and not increase your profits substantially it would be almost impossible okay next slide so the program is comprised as i said of four phases and i'd like to tell you about those four phases now so the first one is a two-day rapid result workshop that will be conducted entirely by Jay this is an opportunity for him to

2:09:42work with a small group in workshop fashion and he's going to expose you to all 50 of his geometric growth categories now folks these are the categories that have resulted in over 30 billion dollars of profit growth for Jay's clients over the years so we know that everything he's going to show you is tested and proven beyond any shadow of a doubt it's evergreen it's timeless and it is applicable to virtually any size business anywhere in the world many of you have no idea what's in these categories you're probably not doing them and if you are doing some of them you're probably not nearly scratching the surface of your potential this is an opportunity for you to remedy all of that Jay will work with you for two days the days will go on for six to eight hours each they will take place on December 4th and 5th so mark your calendars this is not something that you're going to want to miss he is going to essentially lift up the hood and show you what goes on in the engine this ladies and gentlemen is the secret sauce and there's only so much that Jay can cover on an event like this but he goes very very deep when he gets you into a workshop and starts really working with you individually he goes very deep on these subjects individually and in group I should say

2:11:05the other thing it's important to know is that all of you have different needs and you do not have to incorporate all 50 of Jay's geometric growth categories to see big results in your business in fact let me tell you that's impossible and it's not nearly even needed most of the time when we see clients that get huge results from Jay's work they usually get it from incorporating one or two of the geometric growth categories and that creates exponential profit growth and I can give you lots of examples of that and I'll actually give you some during this brief talk that we're doing so what Jay is going to do is he's going to make sure that you leave that master's course knowing exactly which of the geometric growth categories make sense for your unique business situation you see Jay is always about first maximizing and then multiplying so to first maximize we're going to be looking for the low hanging fruit the categories that make the most sense for you to incorporate right now so that you can start profiting right now and get a major return on your investment very quickly okay so that is just phase one next slide please so the second phase here and you're going to love this this is a year-long problem solving an opportunity mining clinic that's conducted entirely by Jay

2:12:27so imagine this imagine once a month you get to go in on a zoom session just like this one and you get to access Jay Abraham imagine you get to tap into his brain with your most stubborn business problem your most exciting opportunity it would be a chance for you to get his perspective on something you're doing on something you're trying to monetize and something you're trying to solve maybe his counter perspective you'll get his analysis on things that are going on in your business or industry and that is a huge benefit you know I was speaking just recently with a man by the name of Roger and Roger told me that he went through this very same exercise that I'm telling you about now he was part of a program he got to ask Jay a question and Jay did what he does best he asked the guy a bunch of Socratic questions he diagnosed his problem looked at his situation and then turned it upside down on its head and gave Roger a much better way to do it a far more advantageous way Roger took the advice and he says that it made him his first million so that is the kind of power of coming to one of these problem solving clinics with Jay they're going to be two hours per month and there's a dual benefit to it not only do you get your questions answered by the great Jay Abraham

2:13:45but you're also going to hear him answer the questions of other entrepreneurs other business owners just like you and that's very powerful because what do you think they're going to be asking him questions about they're going to be asking him about sales and marketing and business model remodeling and strategic partnerships and the power parthenon principle of geometric growth which is critical if you want to actually grow your business rapidly by working on the geometry of it there's going to be all kinds of problems and opportunities you'll hear Jay contend with and what happens is you're going to say to yourself I didn't ask that question but boy is the advice important to me so it's a great opportunity once a month to get Jay involved in your business let's go on to the next slide so phase three is really cool this is we're calling this Jay's beyond exponential system the whole system but it's on demand we're talking over 80 hours of video content 99% of which has been conducted by Jay and he teaches you these advanced training modules that take you for a deep dive into all of the critical elements of his beyond exponential system again that is the system that he has used to generate over 30 billion dollars and probably more

2:15:13of profit growth for his clients over the years so this content is loaded up in the Abraham University you will have unlimited access to it for the year-long duration of the program so if for example you say I need to brush up on preeminence or maybe I want to learn today about sunk cost marketing or leverage marketing or joint venturing or power partnerships or any number of things you can go to the library and access the content now this is an important little back story for your information so earlier this year Jay did a 13 week mentorship called Beyond Exponential and we charged five thousand dollars for it okay Jay went through the program and the participants got such phenomenal results I mean totally exceeded our expectations like most of the group got a profit a notable profit improvement in like weeks okay the results were so great that Jay decided he was going to do another one so he did and we populated that group again five thousand dollars per ticket and we went through that one and the results were just as good after that Jay did another one only it was for a famous influencer and this time we charged 15,000 dollars for it and the content was a little bit more advanced okay so what we did was we took these three training

2:16:49programs the five thousand the five thousand and the fifteen thousand thirteen weeks thirteen weeks and thirteen weeks and we put them together into 39 weeks of Beyond Exponential training I cannot tell you the value of this because you basically have the entire system being handed over to you on a silver platter but you're getting it from three different angulations now that's really important let me ask you this when you go to a seminar even this webinar here you know how much do you really retain how much do you retain in a week from now how about in a month from now how much would you even retain by tonight I see already in the chat some of you are asking to trade notes because you're going to miss this and miss that well now imagine imagine being able to go into a library and access all of this content that people have paid millions of dollars for over the years literally millions of dollars to access Jay's brain and talents and expertise you've got it at your disposal 24 seven and you're hearing it presented from three different angles the key there is this Jay is very much an in-the-moment kind of guy he doesn't follow a script so if he's teaching something like let's say I don't know relational capital deal structuring he's going to give you a

2:18:12slightly different variation of it each time he's going to give you different case studies and different examples and different analogies and if he's working with a live group all of the audience interaction is going to be different from group to group different questions different perspectives different solution setting advice so this is a very very valuable component I don't want you to think of it it's just an ordinary you know online video program because that would truly do it no justice at all so that's phase three let's go to the next slide so phase four is a big one we are actually going to give you a solid year of weekly Abraham accelerator group support session see we have a team of coaches we call them the Abraham accelerators and as part of this program you're going to get to participate in a weekly zoom session with the Abraham accelerators of course it'll be done in group it's not private one-on-one it is group but they are going to essentially take you by the hand and walk you through this journey and help light your prosperity pathway as you go through this year-long program with Jay they're going to be there to answer your questions and bring you clarity on things maybe you're confused about when you go through that two-day

2:19:33workshop with Jay he's going to give you all kinds of ideas for you to take action on and implement immediately well what if you get stuck what if you need advice or support our Abraham accelerator coaches will be there to help you and they're going to make these sessions interesting and enlightening and educational they're going to facilitate networking and collaboration amongst the group members and for many of you they're going to do probably what you need most you know what that is they're going to hold you accountable because a lot of people come into programs like this and they're so excited and then we get into it you know a month or two or three and the old habits start to set back in and they're going to do everything they can to keep you from going off the rails they're going to keep you on the tracks to success okay so that is another benefit that you can look forward to and by the way i'll add this our coaches are very adroit they are experts in Jay's methodologies his mindsets his content and his entire beyond exponential system and they are there to support you for a solid year let's go to the next slide so i'm going to give you a quick recap of what we talked about so far so four phases you

2:20:52get the rapid result fast track workshop with Jay you get 12 months of live group advisory sessions with Jay that's that problem solving opportunity mining clinic that you do not want to miss you know one bit of advice from Jay can totally be a game changer no exaggeration i see it all the time you get the entire beyond exponential system on demand and you're going to get 12 months of weekly not monthly but weekly support sessions with some very credible and competent coaches who's hearts in the right place and let me tell you something my observation is that these guys will bend over backwards for you i mean they really give it all they've got so what's all that worth i don't know i mean you know the two-day fast track with Jay we got an 18,000, 500 dollar value on it i mean as Jay had mentioned to you i handled his consulting services worldwide we sell this all the time two hours a two hours zoom session with Jay people pay 18,500 for okay so you know we do events called breakthroughs those are $25,000 a ticket that's our main event you know and those are usually two to three days depending upon the amount of participants so here you're getting a a two-day six to eight-hour workshop with Jay 18,500 12 months of the advisory

2:22:12sessions with Jay i mean listen if we had a year-long program where you get to tap into Jay's brain every month and and spend two hours learning from him i mean that's at least a 10,000 dollar value the beyond exponential system on demand absolutely a 25,000 dollar value because that's exactly what we sold it for earlier this year five five and fifteen and the the group support section sessions with the Abraham accelerator team you know as it says there comically of course priceless i i don't even know a value to put on that i'll just tell you this we've got a coach that works with us and that coach we we charge $36,000 a year and you get two one-hour zoom sessions with them per month something else some of you may be interested in by the way but here you're getting a weekly session for two hours with our other coaches it's a great great addition so it'll value $53,500 we're not going to ask you for 53 grand we're not going to ask you for 30 grand or 40 grand or 25 grand you're only going to invest a fraction of it in fact your total investment today for being on this webinar is one single installment of just 4,250 dollars that's it 4250 and i i'll tell you that's a my opinion is that is a a very very small investment to make in a program like this we have never

2:23:39offered a program before that is so expansive so inexpensively okay you couldn't buy an hour of j's time for three times this amount of money okay and that is just one installment 4,250 and it's tax deductible it's a business expense so it's really less than 4,250 next slide please now some of you on this call i would just back actually a bunch of you are probably very small entrepreneurs okay some of you have businesses that are just getting going some of you are in the startup phase i wouldn't be surprised if some of you in the pre-start-up phase and i also wouldn't be surprised if some of you are still reeling from the after effects of covid 19 so we normally don't do something like this but we're doing it for you today just to make it a total no-brainer for you to get involved because ideally i'd like to see everybody that's on this workshop today to get involved with one of our two offerings most of you this one we're talking about now so we want to let you be part of this program the entire year-long journey for just five hundred dollars a month that's an investment that i would think pretty much everybody that's participating today could probably afford but figure out how to make work okay but we are going to also include with j's permission a quarterly escape

2:25:07hatch for you now let me explain to you what that means let's say you register for the program today then you're committing to a minimum of three months of participation that is one quarter of course so at the end of any quarter throughout the duration of this program you can bail out okay you can disconnect from it and if you do disconnect from it then your billing will stop and we will disconnect you from the group okay i would think that most of you who avail yourselves of this payment term option would probably never want to jump out of the group because it's the very thing it's going to be like the lifeblood of your business it's going to fuel you like rocket fuel on a launching pad i don't think you're going to want to kill it but if you did we're going to let you out because if you don't want to be in the program we don't want you in the program okay next slide so for those of you who choose the single pay option today we are going to give you some awesome amazing bonuses now sometimes when you get i've been in the information business for over 30 years a lot of times people give bonuses and they're terrible i mean they're really garbage truly fit for the circular file the bonuses that we're going to give you today i think you're going

2:26:29to knock your socks off for real let's go to the next slide so if you do the single pay option today we are going to give you two of jay's newest and very best home study products these are the real deal okay the first one i want to talk about is relational capital mastery relational capital mastery is jay's magnum opus work on the subject of relational capital deal structuring one of his most famous geometric growth categories and i would go so far as to say his ace card strategy this is his go-to approach okay so relational capital as it pertains to this program that you're going to be getting as a bonus is really kind of like a hybrid amalgamation of i would say joint venturing power partnerships barter triangulation leverage marketing and this whole concept of relational capital all kind of put together for you and hand it over on a silver platter jay goes through countless examples after examples he basically goes through them and then he reverse engineers them and he pulls out the highlights and the golden nuggets and the elements to really try to instill and install into your mind this whole mindset of being able to grow your business without having to take any risk and by doing it through this process of leveraging the assets of other people

2:27:59you see jay grows businesses in a very different way than you're probably used to okay most people grow businesses very slowly they grow them very linearly okay they grow them by taking risk like getting bank loans or you know trading equity in the business for cash and this sort of thing jay doesn't do it that way he grows businesses in a the way he does it is he grows them he grows them very safely but he grows them very very rapidly by working on the geometry of the business he does it by leveraging other people's assets and in the end what he creates is this exponential growth and most of it goes right to the bottom line this relational capital mastery program is 12 hours of jay on video teaching you exactly how to do it and it comes with a very comprehensive workbook and all kinds of bonus items we sell that program all the time for three thousand dollars okay but he wants you to have it for for as as it's his gift gratis for coming into this single pay program the other thing i wanted to tell you about relational capital very quickly and this is parenthetic and i'm only telling you this because i think you're going to get uh very intrigued when i tell you many years ago i was part of a startup business so a little business that started in the spare bedroom of the house

2:29:21there was three people that worked there the owner his girlfriend and me as the membership director and this man was a big jay abraham fan in fact he's a study j prolifically and he's to force me actually to study jay as well i mean he was giving me vhs tapes and cassette tapes and so forth and he ended up doing one jay abraham style relational capital deal classic right out of the book and that in within a very short period of time that propelled our little company into the world's largest professional association of its kind in our industry okay the owner went from living in that little three bedroom to bathroom house to suddenly finding himself in a 7200 square foot mini mansion you know the kind with the the iron gates out front where you drive up the driveway and go around the circular water fountain complete with tennis courts a beautiful pool a guest house on the property all the fancy cars and toys like the dodge vipers and the mercedes and the lexices and the bronchos and just everything to go along with it one jay abraham style relational capital deal okay i then went on to be vice president of the company for five years and president for 11 years after that so i'm telling you that because i want you to know this stuff is not pie in the sky

2:30:44and it's not something i read out of a book and now i'm parroting to you here this is something i've lived through if you get it right it's a game changer the next one is referral mastery now referral mastery is jay's definitive work on this concept of putting automatic referral systems into your business let me see something in this chat just to make sure that my thinking is right how many of you have let's say five or six referral systems right now go ahead and type in raise your hand say i do me something so that i can see how many of you have five referral systems like how many of you have four type in the number four come on let's see it how many of you have three that are going right i see robert anderson does of course how about three amber glad to see it how about three how about two how about one come on people you got to have at least one come on all right well let me just say this if you do not have even one single automatic referral system in your business plain and simple you're just leaving a lot of money on the table and there's no excuse for it because this program that jay wants to give you it has over 100 different proven referral strategies in it you could literally go through this 12 hour program of jay teaching you all this on video

2:32:03and probably walk away with an entire trove of potential referral systems for your business that you can test and try and tweak accordingly and start getting all kinds of referral based business which is a gold mine for you because referral business closes faster it's higher quality they refer more people they stay longer there's less friction in the relationship more trust all of these things okay so if you this one thing if you don't have it in place and you got nothing else could make a huge difference in your world by the way that company that i was president of for 11 years the entire time i was there we had automatic referral systems running in the background and i'll tell you what there was a little bit of work on the front end to set them up and a little bit of work to maintain those relationships but once they were in place they generated millions of dollars for us in new business over the years so again this is not pie in the sky this stuff really does work so if you do the single pay bonus or the single pay option 4250 right off the bat you're going to be in the green because jay is going to give you four thousand or five thousand dollars worth the home study products right off the bat the referral mastery program we sell that for

2:33:17two thousand dollars all the time in fact it wasn't you long ago damein john from shark dank was marketing it for us on satellite radio so they're great programs and you really need to have them both you have workbooks definitely the real deal stuff next slide all right so we have now a bonus for everybody it doesn't matter if you do the five hundred dollar a month option or if you do the 4250 we're going to give you a bonus that so outsized that when jay said that we were going to give this i kind of turned my head sideways and i was like are you sure you want to do this and he said yes he's the boss so here it is okay before covid hit in 2020 we were about to do a seminar an ongoing seminar called taking your business profits beyond exponential we were going to charge fifteen thousand dollars a ticket to participate in that seminar it would be a multi-day event now this was going to be a downsell from our core program that we do it's called our core when it's called breakthroughs and it's twenty five thousand dollars a ticket to participate it sells out every time okay this was going to be a downsell from that for smaller entrepreneurs and then the virus hit and as you can imagine all bets were off everything got postponed and put into a day

2:34:40ends for who knows how long right so now we're at a point where we are about to restart those events in fact we're going to be doing them in 2020 i mean people are vaccinated double vaccinated the borders are opening up and i think civilization is learning how to live with this cursed virus so we're going to be doing them again when we do if you enroll into either of these opportunities here today you are going to come to this event it'll probably be a two to three day event in california probably los angeles and you come as jay's guest you come totally gratis it's up to you if you want to do it in person or if you want to do it virtually we recognize that some of you're in different places around the world maybe you've got young kids maybe you can't get away from your business maybe you don't want to travel for whatever reason so you'll still get to participate but you can do it either in person or virtually it's up to you now if you've never been to a jay abraham event before i've been to so many of them after having worked with jay for so many years now that i can just tell you there's nothing else out there like them for one thing at a jay abraham event i mean you're going to get your paradigm shifted you will see person after person get a

2:35:56paradigmectomy as jay would show you you're going to see hot seats being done in rapid succession he's going to hit you with all kinds of ideas and strategies and basically blow your mind and send it send you out of there with your head spinning with the light you'll see uh networking and collaboration and i've seen tears at some of these events but in the end you will walk out of there a changed person and an entrepreneur who is more sublime than when you came in those doors on day one i'll guarantee it so if you've ever wanted to come to a jay abraham event maybe you couldn't afford it or whatever here's a chance for you to come gratis as jay's guest i've never seen anything like this but that is the offer let's see the next slide okay so this is something that we have never done before in a group setting like this one okay as head of consulting services for jay i asked him if it would be okay if we we would do this he approved it so we want to give you what we call a go-forward loyalty credit okay what this is is it's a credit for your entire investment in the profit explosion formula program it's either going to be forty two fifty or if you do the five hundred a month for the duration it's six grand okay we are going to give you a full credit for

2:37:17your full investment which you can apply to any form of private or semi-private consulting with jay abraham and we're going to keep that on your account for one solid year okay now there's all kinds of options for working with jay it's not just the profit partner opportunity that i talked about at the beginning of this presentation that is our main focus but there's all kinds of other opportunities so you're going to get that as well and if you avail yourself of one of those opportunities in the next year then guess what this whole entire profit explosion formula program it becomes free to you because you're going to get your money back okay next slide please oh and one more thing wonder what that could be all right it says here a 10x profit performance guarantee all right so many of you who have been following jay knows that that one of his key strategies is risk reversal propositions in fact if that's another thing if you're not incorporating risk reversal into your business you're also leaving a ton of money on the table parenthetically i was speaking with a client just recently and he bought an inexpensive home study product from us kind of like this this product we're talking about today and he was introduced to the concept of risk reversal

2:38:42and he incorporated into his roofing business and just by doing that one thing he increased his percentage of closure on roof replacements by 43.5 percent now think about that a 43.5 percent jump on expensive roof replacements he made so much money from just learning that one concept from jay that he came right back and bought a $25,000 ticket to one of our breakthroughs events okay so we practice what we preach here at the abraham group we want to give you some risk reversal as well and what we want to do is this if you go through this program and you participate in all of the weekly sessions with our accelerators and you come to the monthly sessions with jay and go through the two-day workshop and study the video collection of advanced training that we're providing to you and test and try and implement the strategies into your business if you don't get at least a 10 times return on your investment okay at least a 10 times return that's a thousand percent and you can show us that you actually made the effort and just nothing worked then jay will be inclined to return your money okay all right so that is one heck of a bold and audacious risk reversal proposition and we can make it and we can do it comfortably you know why

2:40:12we can do it because we know that jay's material works as long as you work it it will work for you and action takers are money makers all right and money is attracted to speed and we know that when you go through that two-day workshop with jay he's going to arm you with everything you need to probably get this performance guarantee out of the way in the first couple weeks of having left to that workshop so that's a great guarantee for you next slide please okay we're going to do another really quick recap here in fact you probably can see on your screen that you get the the workshop with jay you get the the 12 group advisory sessions with jay himself you're going to get the beyond exponential system on demand the group support sessions from the abraham accelerator team that's 52 sessions by the way think about that i mean how many of you think you can benefit from 52 coaching sessions i mean you know sometimes when you're an entrepreneur it can be a little bit lonely you know you can't talk to your family about things sometimes you know sometimes you feel a little bit lost a little bit confused you need support you need a team around you to help keep you up and get you going and growing and help you

2:41:23find clarity and give you perspective these sessions are going to do all that for you and more it might be what i mean it's such such a valuable element i can't i can't speak highly enough about the value of that you get the referral mastery program the relational capital mastery program if you do the 4250 you get a ticket to come and spend days with jay in california and you're going to get that go forward loyalty credit it's worth about seventy nine eighty thousand dollars next slide please so in conclusion there are two options for you to get started with this program today option number one 4250 single pay it's a tax deductible investment in your business do it you won't be disappointed option two you got five hundred bucks a month for 12 months and you can bail out any time you want after each quarter okay i don't think anybody's going to be balling out of this program but we put that in there just in case you were on the fence and you were thinking i want to mitigate my risk like there's a lot of risk here but we put that in there because we know many of you are probably smaller entrepreneurs that need a hand you're looking for somebody to help you and this is the opportunity that you've been waiting for well your ship has come in these are great options for you

2:42:42and finally if you want to register for this right now you can see it on your screen go to abraham.com forward slash be offer be stands for beyond exponential that's what we're going to do with you we're going to help you take your business profits beyond exponential abraham.com forward slash be offer now for some of you you may still have some questions and if you do i want you to either call me my my phone number is on the screen my email is on the screen the staff is going to be putting my calendar into the chat and you can actually book a call with me i'm not going to try to sell you on this program what i'm going to do is be there to support you and answer your questions so i hope you found this helpful and i'd like to turn it back over now to brianoni thank you thank you rob that was well done excellent and it was a lot of fun to see how jay does this and i know that you've worked with him to fine tune this and make it a critical element of everything you do so we're going to take a quick break here unless jay wants to come in and say a little something um jay i do i don't think we need a break i think what we should do is let people go we took longer everybody and i apologize however i asked rob to integrate what i thought was the kind of a process that i

2:44:08would want if i was going to want to master a methodology a profit explosion system that could really work for my business he did an exceptional job i laud those of you who stayed and listened that's very respectful those that left i laugh all the time because delusional people think that but they're used to most people trying to game them and they probably don't have a clue what's in store next and next because you just got in the outer periphery we have now the better part of a two-hour intensive pure content and it's going to walk you through layer upon layer of the 30 foundational categories i initially evolved and came up with for the taking your business profits beyond exponential if you have to go run to the bathroom or eat do it now please i'm sorry but i think we should start because i'm on a tight schedule and you perhaps are as well excuse me but all that we shared with you you don't even have a clue yet what it opens up because you've only been exposed to the funnest part the mind blowing ways of thinking differently now you're going to learn the three ways to grow a business you're going to learn uh sun-coss marketing you're going to learn the rules for relevancy you're going to learn uh trust building you're

2:45:44going to learn to shift how you are seeing how you are heard you're going to learn measurability you're going to learn all kinds of things that will be the foundation and the genesis of all that rob shared with you i have a problem i don't like to sell crap and i think most people sell crap i'm not demeaning any individual but i think what they sell is superficial or their promises you're going to get this outrageous million dollar result for doing very little and it's one tactic and you alone are going to have the benefit even though they're trying to teach that specific tactic to a million people so they can make a lot of money we don't we want to teach you how to build a pre-eminent explosive exponential business we want to teach you how to be an exponential entrepreneur and that's what rob was talking about and he will come on in the next and share with you a summary of that but now there's two full hours of layer upon layer of demonstration explanation illustration of all the ways this will come alive from you and they're not teaser there's enough there you can get into the meat there's a hell of a lot more when we get into two three four hours on each one but let's get started all right so if you need to go into

2:47:06the other room do it while jay's walking on stage because we are launching the program now the content will start in probably less than a minute so grab whatever you need and let's roll when i asked Tony to describe to me all the things he loves about jay he said two things number one he is absolutely a genius jay haver is a genius yes he's written dozens of book yes there are hundreds of books written about his content material yes he's impacted tens of thousands of clients all around the world in literally thousands and thousands of businesses he is beyond question the world global leader at what he does and the second thing i would say he's also an incredibly kind and caring man he wants to serve you he wants you to do better he wants to hold you to very high standards of pre-eminent and excellence he's looking to coach you and consult you and have you have your business big stornery he does not do this sort of thing very often speak to groups anymore like this we're so excited to have him here it does not get any bigger or better than having this man in our room so please be on your feet wherever you are and give him an incredible introduction for his first virtual experience ladies and gentlemen it is the one and only jay abraham

2:48:32it's jay abraham jay okay this is so cool jeez i'm almost intimidated very cool all right we have about an hour before the real fun stuff starts and i have a very wonderful privilege i'm going to share with you voice allowing a an integrated distinction that's going to set the stage for today and beyond i'm going to share with you the essence of what i am focusing almost all of my new consulting on what the integration of all my life's work is on and what i dare you to shift your business and life focus on but first i was going to take a picture of you i might but i want to read a quote that i really got a kick out of that we used for one of our emails and i'll start it with this and it's from those of you who are my age he oh brian he was bat masters and i think in the old cal boy days but he ended up being a humanitarian so i want to start this because i really thought it was cool here's the quote i do not believe we are all born equal provocative created equal in the eyes of god yes but physical and emotional differences parental guidelines varying environments being in the right place at the right time all play a role in enhancing or limiting an individual's development but i do believe every man and woman if given the opportunity

2:51:05and encouragement to recognize their potential regardless of background has the freedom to do so throughout the world and to choose in the world will an individual be a taker or a giver in life will that person be satisfied merely to exist or seek a meaningful purpose well here she dared to dream the impossible dream i believe every person is created as the steward of his or her own destiny with great power for a specific purpose to share with others through service a reverence for life in a spirit of love i like that okay i prepared at great contemplation a distillation which is the quintessension the everything that i'm all about wrapped up in an hour of perspective i'm going to challenge you as i go through it to take the time to reflect and i will get used to watching all you beautiful faces around the world as i get used to this impressive screen but please pay attention and i'm a fanatic about challenging you to go deep on issues that most people see as platitudes words qualitative provocative value creation service it doesn't mean much to many people if it means a lot more to you that gives you enormous advantage now i keep a piece of perspective my life has been a series of progressive passages i started out being a business transient i'll get

2:53:09into that a little while i did all kinds of disparate things and all kinds of different industries and then made distinctions from all those historic differences that most people didn't see then i got into consulting and all i did was progressively go through performance elements that were integrated in a business and i did that for 10 years very successfully then i got bored then i got into the seminar business and i started teaching articulations of it and it was very very very successful and then i got bored then i started doing what i call log jam consulting where i just zoom in try to figure out the one log jam in a business you could extricate far more would flow more far more relevant revenue far more sales far more advantage than a next and the next but that became a little bit challenging because it was too esoteric and then i've gone full circle back to what we're going to learn about today so work with me and i've got to get used to this okay so this is a quote by me and you can read it i'm not going to read it to you but it just says you got all these solutions you just don't see them and you don't see them because you haven't experienced them so i'm going to share what forged the person that stands before you what will drive the interaction you'll see Tony and

2:54:34i at least on my part share with you and what i hope when you go through this quick powerpoint with me will drive your business your life your meaning from now on i hope all right so i'm able to see correlations implications quantifications meaning projections that correlate analytically and anomalies unusual variations that almost no one else including your competition doesn't see it i'm going to instill and instill in you the lens to see it in the next now probably 57 minutes so i call what we're going to go through the bucket list bonanza because it's all based on my latest work of taking your business profits beyond exponential and the premise is all of you out there i presume are are basically carrying your equivalent of a business bucket list someday somehow i want to whatever make a million dollars or ten million dollars or sell my business for a million dollars or be the number one company or have a third home or a second home or whatever it is well once you have experienced the rest of this session i believe that you will oh they changed it there was a typo you're going to want to throw away your current business bucket list and replace it with one far more audacious far more bold and daring because you're going to

2:56:11see how much more is possible from time effort opportunity access capital human capital communication okay so now going beyond exponential with your business this is a famous quote that i love at Socrates a life unexamined is a life not worth living and i have to get calibrated this is so cool and intimidating looking at all you've wow i have my own quote i'd say that a business where you don't constantly examine and measure all the impact points of that business and keep doing it is a business not worth owning the only problem is you don't even know all the points to measure all the elements to examine all the implications all the correlations all the quantifications but you will soon okay so there's a mission critical point either you work harder and harder for your business or you switch the game and get your business working harder and harder for you it's simple axiomatic philosophically understood transactionally not so easy the best way to get your business working harder and smarter for you is to work on the geometry on the business you'll see how i've been helping businesses for 40 years long time i've done over a thousand industries not businesses across all kinds of domains and continents i had an early on epiphany and you should too i am looking

2:57:58at 300 of you i would bet that probably 200 of you are in totally different industries or variants of industries each one of you does things differently than the other not good or bad but differently and what i found was people in one industry don't have a clue how people in another industry think strategically marketing business model access vehicles positioning value creation lead generating conversion distribution channels most people just follow the herd if you follow the herd all you can possibly be is incrementally plus or minus 20 30 40 percent better if you defy following the herd and you borrow success approaches from multiple elements outside your business and you combine them into hybrids that nobody else in your business has ever had guess what the equivalent of the one-eyed man in the land of the blind you have advantage over everyone else particularly if it's driven by value creation preeminence and integrity okay i created long ago concept funnel vision verse tunnel vision funnel vision i created long before best practices and best practices frankly has some flaws because often they are best practices from a vertical industry so all you're going to learn is the best things other people in your industry

2:59:34do and by the way it is very rare that any one industry has uncovered the highest and best ways to do everything they just have the best ways to do it within the realm of how everyone does it in that limited environment i developed through exposure to higher thinking people my feelings on optimization optimization is committing yourself to always get the highest and best use of everything you do action investment opportunity cost exposure access capital deployment human capital deployment intellectual capital deployment relational capital deployment but you can't get the highest and best use without knowing a broader scope of the options the possibilities the alternatives that are available in lieu in spite or in addition or in combination to what you are doing right now you need to know the options available the alternatives available the combinations available the possibilities available the the risk the reward the investment the effort the probability and outcome of each and i've been blessed it was forced upon me by all the industries i had hopeless curiosity i traveled figuratively and literally around the world and all kinds of industries and this was thrust on me most of you don't really have or have not yet had the ability or the willingness

3:01:16to stretch i hope i will drive and inspire that by what we're going to cover so a truth everything we do in business has the capacity to grow or perform exponentially we just very very rarely understand how to actuate and and um and uh and launch that and liberate the exponentiality performance so just so you know it you can get your business to work for you because the same you can get far more yield this is not written correctly from the same time or less far more performance from the same effort or less far more performance from the same opportunity or less far more performance same resources or less same access to the market or less same interaction relationship same this was done for a venture capital a group same venture capital or less you can get maximum result from minimum time effort risk and expense once you understand alternative realities okay so everything you do in your business should be done when you understand this in the exponential zone not the incremental zone and before uh covid i think some of you saw me a little over a year ago and i was just evolving this new methodology that i'm building all our our consulting on and i was explaining that most people don't think about normal activities they

3:02:50expend in the course of a business and how it can be done in the exponential or the incremental zone and before covid when you could actually do a handshake i did a demonstration i would bring someone up from the audience to do it with you all and i'd have them shake my hand in the normal default as you reach your hand out vertical and you shake it and that's it and i turned to the audience you all and i'd say is that meaningful and they'd say it's okay then i have to do it again and they would extend their hand and i would very gently take it and turn it and cup it and for one minute look at them not lovingly and weirdly but just sincerely and authentically and then slowly release and go to the audience and say is that more impactful would that have more residual value and they said yes i did it one more time cup and then a hand whoops pardon me hand on the shoulder and we asked them that and they all said yes more better same effort same time but one has a far more residual effect i then said how many in the audience have any kind of a business that utilizes telephone interaction to either close advanced preserve sales revenue you know transactions in about three quarters and i said think about this most people who call to talk to somebody

3:04:19seem honestly shocked when they get voicemail or a gatekeeper whereas predictably theoretically probability and outcome 95 percent time you're going to get voicemail or gatekeepers they're going pwp pwp todoney that this is j Abraham uh coming back at 12544 that's pretty fleet feeble if you assume you're going to get voicemail and you have prepared a strategic message that is both provocative meaning it stimulates the mind and evocative meaning it promotes them to reference something that they want to respond to you have about a 10 or 20 time higher probability of evoking a response make sense raise your hand okay and then if you do not get a response if you do it right you can relatively accurately assume you are being heard and then you have progressive continuations of that process and it's only usually a matter of time before you win and i can get into that theory in a couple of the q and a's later because this is only the outer periphery i want to want to cover so i've done tests of about every kind of variable combination scenario you can imagine and everything we are going to cover from this point forward separately not combined separately has the ability to increase performance up to 21 times rarely is it 21 times but frequently it's 100 percent 300 percent 50 percent remember

3:06:03Tony's three way well Tony's you know acknowledge it came from me the three way three way three way 10 percent 10 percent 10 percent yes and the 10 10 10 is not 10 it's really 33 and a third and if you double those numbers it'd be 800 percent and that's using the power of geometry in your business yes good cool well that's only one of about 30 categories of business performance enhancement geometric growth you have always had available you have available and you will have available more clearly when i'm done on this podium and you will see my side of the interactions today based upon but the key to it and i can't remember if in Tony's three way every one of the categories i talk about has within it between 10 and 60 different impact points levers that you can actuate you can implement for example in the three way there's there's 12 or 15 ways to get more buyers or leads and convert to buyers there's about eight ways to get higher units of sale there about 10 ways to get people buying more buying more often even if you have nothing else to sell but in every one of the categories i'm going to introduce you to today there are as many there one has 60 some potentially the worst is about six i have stripped out the the list of them

3:07:37because i can't possibly get into what i want in the in the now probably 50 minutes or 45 left but a couple of them i've actually listed just so you can see the potential is this making sense because i haven't done this before cool and i want you to get this before so i've been involved in three in i've done two under the top clients in in the country and businesses three of them transform me one of them was the Deming Organization the father of process improvement he was able to see that variability in processes could be altered and that's the one that gave the 10 10 to me the next was a company called qualpro the largest world testing organization they test different ways of putting cans on on aisles different skews different places different ways of calling and following up different ways of saying things all kinds of things and it produces different results we as an example have changed a headline or the equivalent and the equivalent of a headline is the first word you say it's the subject line in a in an email it's the it's the landing page headline it's the twitter uh words you change that and you can produce variation of up to 21 times when what you do has the ability of producing 21 100 percent more impact than that each one and

3:09:10you have 30 or 40 categories and each one has within it eight to 60 different levers that's pretty exciting if you understand it and you prioritize am I getting above you this is all right cool I like that noise I want to take it home all right so next what's beyond exponential I over the course of my life because I'm a mad scientist I'll come up with new distinctions categories of geometric growth not linear but geometric growth all people say I am like a conceptual uh gigolo I'll come up with a great concept I'll take it to my intellectual room and have my way with it overnight then I'll throw it out in the morning and forget about it I created three ways to to grow a business 25 years ago and never really built it out Tony's done more with it thank god than I have I got strategy for him and it's all the things we're gonna grow grow and talk about I created him and then I got into something else but I have 30 plus categories each one has within it five eight ten different levers when you understand the power you are going to go crazy because 80% apply to all the year no matter the businesses okay so once you start understanding them and combining them that's when you can go beyond exponential and this is where it gets really cool so after doing all this I

3:10:43can I was tormented I kept saying well geez I got 30 plus categories each one of which can produce geometric profit growth I it's easier and this is liberating it is so much easier to increase bottom line than top line you don't have to have an equivalent top line to multiply the bottom line many times over when you understand it and I used to say well okay if I've got 30 ways to grow businesses geometrically separately what is geometry on geometry any mathematicians here raise your answer anyone who wants to be a mathematician yeah great okay so here it is I'm an in my slide mathematically it's a given that there are five or more gradients above exponentiality called hyper operationalizing and I'm probably ahead of myself hyper operational it's a sequence of operations it's a compound compound beyond comprehension these are what they are titration pentation, hexation, heptation, octation the point if it's mathematically proven that you can take performance far and away and I had that it's it's wild it keeps going to this power and this power times this power and it gets so off the chart that your mind gets naunted but with this being a given and you can do this mathematically accepting mediocrity, accepting linear performance, accepting

3:12:13the norm or a little bit better than everybody else in your industry except from now on is shameful no shame in doing it before if you didn't know it but as Jay Abraham reveals it to you then you just have to grasp the application and the implication and you'll see a lot of illustration by the interactions we have today with the problem solving the question the the issue resolving etc okay so beyond exponential profit performance is not only possible it is very probable when you understand it it's all about levers and fulcrums think about levers that's what leverage is all about you know I'm not going to explain a lever to you just borrow that makes things easier gives you more performance for less effort it gives it it this is the explanation but a lever makes work easier it allows you to do more with less your business levers make growth easier your business levers make your profits multiply even more it's easier to leverage profit strategies on the bottom line than the top most people don't get that they don't themselves they think they have to have parity you do not you can make the bottom line explode hopefully tony doing the three ways shows you that because when you grow those numbers you don't have to grow the front end you just

3:13:35basically get a lot more profit for the same effort the same buyers the same dollars okay okay this is a quote from arkamite's give me a leverage I'll give you a lever big enough and I'll move the world so I want you to think for a moment in your life because I want metaphors similes are very very important to haunt you so now we're going to show metaphors and similes here's what some levers are in your big in your world life door handle ordinary light switch shovel screwdriver pop top can triggers on guns electric tools parking brake hood opening latches hinges turn table buttons crowbar car jack catches latches locking devices knife switch ratchet devices winding handles on windows a business example of leverager thinks like improving the headlines and getting three five ten times more yield improving the way you present when somebody calls you or you call them or come into your store and doubling your tripling result using referral strategies to make every buyer worth three or four or ten and ongoing so incremental is occurring especially small steps that put most people except lineers where you add the same amount over and over again exponential where you multiply the amount value over and over and it compounds where the rate of growth keeps combating and

3:15:15combating which of the two do you think you really want from today forward duh so it's all about levers and fulcrums okay I have a belief system I'm going to start this next category process with an explanation I wake up in the middle of night with these fascinating haunting perspectives the latest one is that every man and woman I'm looking at on this Rob Wallace and and Tracy from team Tony and and Tammy and Katie Carlson I'm looking at names I love this cat logos and Matthew coast everyone's waving all of you are human hedge funds but you don't know it you are investing in this portfolio called your life your business your career you are allocating asset classes you don't even know what they are it can be risk can be reward can be fulfillment can be yield can be capital can be human capital can be all kinds of things you have no idea what each asset class allocation is as terms of a percentage of your hedge fund you don't know what kind of yield you're getting one might be 40% risk and 3% yield the other might be 3% risk and 40 and you don't even know it but worse than that if you are a human hedge fund you're trying to hit alpha which is exceeding norm but you don't even know what norm is verse how you are performing is that too esoteric or is that

3:17:00fascinating or fascinating esoteric I just want to set the stage so you will judge yourself and look at how you are investing or misinvesting or under investing your life so you will challenge yourself to maybe adjust your allocations and your yield and your risk okay going beyond exponential here's some more levers now we're going to go through as many of the categories as I can before Tony comes and stops me so anyone can produce a geometric increase when we do it for clients we start at the beginning and we work all the way through it's not how I used to do it anyone that worked with me in the past I would do log jam where I just figure out what the big log jam was take that away let more flow the next and the next very very sophisticated but it's hard for people to embrace this is basically designed for all of you to grasp so that you know that every month if you progress through it you're going to get multiple result in profit exceeding your effort every month if you do this right and it's going to layer and then you good to the end and you start over again and you iterate so it's a whole new world of scaling up and you can criss cross pollinate and combine okay the first is my strategy of preeminence and every one of these has probably

3:18:2820 or 30 elements of explanation I'm not going to go into many I'm going to show you a couple of them not this but the strategy of preeminence is what I live by what I teach what I think Tony it's predicated on you or your business being seen as the only viable solution the most trusted advisor in the life of the client relationships it's based on you being able to tell people what you really believe and what's in their best interest irrespective of whether it's what everybody else tells them and you got to tell them why it's predicated on basically protecting respecting them in a better load it's about making sure they know all the implications of everything they do or don't do then they can make the best reason decision it's based on the fact that if you know in your heart of hearts that your company your product your service your people delivers a far superior outcome then you owe it to your clients not yourself to make sure they avail themselves of you and not do nothing and not also use a lesser value creating competition it's about being able to put into words for the first time ever what people are really feeling in the craw of their subconscious so you resonate clearly as showing them you feel what they want

3:19:55you get what they want you protect them you deliver what they want and you don't give them what they don't want and it's knowing that and there are ways to do it which I'll get to time allowing it is all about using metaphors similes analogies to help them see literally that you understand them and trying to make what you do so superior not get on and on but it's a way of living your life it's a way it becomes the culture your business is built on it becomes the basis of your marketing your communication in preeminent you have three categories of clients the ones you pay or poo pay you and then the ones you pay the ones you pay you are self-evident the ones you pay are your team members your vendors and your professionals you want to grow and develop them you want everybody to be on a mission a crusade i'm giving you the short course on this and you want to make sure that it is everyone is impassioned and feels that you are there to make everyone's relative life better off because you were in it none of this is light and easy it's actually very powerful and it translates actionally but i need to give you the foundation so strategy for evidence is the first basis and i can get deep in at any time tony would like me to next you already know the

3:21:16three ways to grow business i just listed them i did not get into the 28 ways you can impact them the distinctions and the levers but there are 28 levers that are available and i think he probably shows you that in the document then there's the three advanced ways i don't know if he gets into that every year penetrator new market every year introduce a new product or service and when you look at the three ways to grow a business i don't know if tony or scott gets into it but it's got some profound implications if you understand lifetime value and marginal net worth every time you put an a lesser threatening or a lesser impeding entry level product on the front end it makes it easier for more people to start a relationship every time you put a more expensive advanced product on the back end it can double or redouble the lifetime value or the or the total profitability of that buyer and thus give you a lot more profit but also a lot more you can spend to acquire the client every time you add more combinations to what you sell you just double or redouble the profit that that transaction is worth and if you understand all of those and i'm getting very quickly because i want to give you as many of the 30s i can time allowing it just blows your mind and again i don't know if you've

3:22:45seen how to take the three way to grow a business to its sublime fullness but there's a lot more to it so the advanced three way you penetrate a new market every year introduce new products and services at both ends and in the middle and then you purchase it says you're competitors but that's an air you purchase a business that can be competitive complementary something people buy before during after and even instead instead would mean say you sold a a weight loss supplement that you basically took well your competitor would be anyone selling weight loss supplements but alternatives could be portion control food trainers equipment it could be exercise regimens videos and having all those given the fact that the average weight loss client only stays four or five months and most of them buy multiple things you could quadruple your business by expanding your world view your business worldview again i go fast when i know that i'm going to get cut off any minute is this clear to most of you and let's ask that to everyone here is this clear to all of you so put in the chat what is something you are taking away from this how are you going to apply this to your business so jay if you could turn on your camera

3:24:24you've just shared some foundational principles about how to grow your business oh no out of you right there sure and Linda's putting in three advanced strategies to introduce a new product great it's a great takeaway apply lower cost easier to access product on the front end excellent paul getting a mindset upgrade i like that rich that's a great comment so jay what what would you like to share with us i would like to share that now we are taking your understanding of explosive business building to a much higher level as i said i i felt it was necessary for the first segment to literally give you a fund but a reality based case study based understanding of just one little outer periphery of how thinking differently could transform everything now you're getting into the real essence of the different integrated methodologies and the true mindset and motives that i have used for companies the world over through English through translation high-tech low-tech no-tech large small two really explode profits and if you pay attention and you stay on and listen intently not getting overwhelmed because you need to know that what we are layering or what i am layering are one after another different options

3:26:18you don't have to do all of them you don't have to do half of them you just have to pick the ones to start with that are the easiest the safest the the most immediate wins then the next then the next and what you should know because i believe this introduces the first 30 that i ever came up with about one year ago but about a year ago i put this all together since then i keep evolving because i don't just live in a world like most info marketers that just do the same thing over and over again i rarely do what we're experiencing together now i spend my day and a lot of my nights because i have private clients in Asia and Europe everywhere working on the front lines of capitalism trying experimenting observing formulating reflecting integrating articulating to myself what's the driver what's the principle here so we're at our at we said 50 i think brand said i'm up to 78 but what you'll learn the rest of this segment are literally the first 30 and you're just beginning but i felt a little bad for both you all and i felt a little bad for Rob because trying to explain a wonderful wonderful year long highly integrative and and and monstrously success certain training modality when you don't even have the outer periphery grasp of all the

3:28:04enormity of concepts and principles and integrated performance enhancement methodology you're going to be really exposed to is almost a disservice to both of you now as you see this and then this and the next and the next you need to say wow that's what Rob's been talking about taking me through all of these but you do have the ability to use any of these you want yourself we're not holding back but there's lots more in store and then i'll be on again and i'll make some comments and rob will be on and you'll be very quick the next time just to review with you because i don't think you really appreciated in the first segment not your fault not his fault because i didn't introduce this gee and i just introduced you the fun bedtime stories which are the outer periphery when i do strategic alliances joint ventures relational capital these are totally different so onward and upward brian all right now pay close attention to this next session coming up because there may be an easter egg a little link we've hidden in here that we're going to share in the chat so we want to reward you for staying and being engaged so there's going to be a i believe it's this coming session where we have a little giveaway during it so let's go ahead and

3:29:27roll how we get into the power part then on is that part of what tony teaches in the three way yes okay so the power part then on is the next extension if you know it or don't my concept is most people build their whole business like a diving board and i didn't bring that the slides but a diving board with the board being the revenue the support being being the one driver the one revenue source that they depend on for 80 90 100 percent if anything happens to compromise that you're screwed we build all our clients power parthanons which have as many as nine sources of penetrating a market it goes at the client above beyond it it uses force multiplier which is multiple impact vectors to reach the market reach different segments of the market concurrently and it has another level of geometric growth if one pillar is generating all your revenue and you add eight more and each of the each of the eight only adds 10 or 15 percent it's another dimension of the 10 10 10 only it's 10 10 10 10 5 7 15 in addition to the three ways and i could get esoteric because you can have a power you can have a pillar for each additive like referral system and then under it you can have another pillar that could be as many as 150 referral systems we have

3:31:03come up with 150 different ways to generate no cost no risk referrals everything from at the point of of engagement at at the point of sale after the sale for inactive buyers for people that don't even buy and then we've got a method for getting a thousand influence network outside your business all referring to you constantly all for no no cost and no effort when those are available and you're not aware of them or when they're available and you're wearing you don't exercise them and you limit your business to one activity it's shameful and honest to god without being melodramatic hyperbolic even in a covid reeked downward economy if you understand and use these your business can flourish and i can say that with certainty because this will be my six or seventh recession and we wrote two books we sold during recessions one for a thousand dollars so i have a lot of skill in understanding this so this is the power part that we just built out some hypothetical ones but we took it out you can have sub-parthenons for each category two and it just takes geometry to to sublime power force multiplier is the driver of these methods it's a militaristic concept if you and i were at war and i wanted to win i would do the following first i'd probably

3:32:34knock out your infrastructure your your telephone internet uh uh uh airports uh ports railroad roads then i'd probably maybe surface to air missiles then bombs then attack drones then maybe tanks and then maybe infantry but the key would be that ultimately i didn't care which of these delivered the final salvo i just want to win that should be yours too but when you do multiple impact points you reach people from different hot buttons you reach people different ways you move people forward who weren't ready at the time you impact them from different sources that have different credibility there's all these wonderful dynamics working for you that mostly all self-liquidate or fun and there's very little downside if you understand and you can experiment with them very very safely okay uh did tony ever teach you my nine drivers no okay i like the way you guys do that it's cool it's like a game show so early in my career as i progressed through these categories one of the early ones was i wanted to come up with elements in any business that were so powerful that if you just adjusted them not perfectly they would they would perform massively better even if you misexecuted as long as you got them better tony's adage is small shift big yield so there's nine that

3:34:14i came up with which are infallible like the known brainers and i'm not going to get into depth because each one has a lot of elements so the first these are little this you change your marketing you change your results and the marketing could be message media positioning proposition credibility call to action risk reversal bonus testimonials experimental ways to start the relationship i can go through a litany in each one of these but every one of those has a different impact and when you start testing these it blows your mind change your strategy change your result i'm going to try to tell a story i've told it historically but i'll tell it again because it shows you most people in entrepreneurial business under 25 or so million are tactical they don't really have a strategy their strategy is to be tactical but i want to tell you two stories and they're old stories but they show you the power of being tactical verse strategic and my voice always goes when it's cold so bear with me so i had two friends many years ago who were in the direct response business one was a world-class copywriter one was a world-class strategist and i'm looking at all of you i don't know if you're all seeing me if i look this way but i'm looking at all of you who acknowledge you so

3:35:44copywriter one who was brilliant decided he wanted to get in when they first discovered simulated diamonds called cubic zirconium these are incredible they look just like a real diamond they were very inexpensive they sparkle they they were alive so friend one who was a copywriter but tactical created this company called the Beverly Hills diamond company he created a full page ad for the Beverly Hills diamond he sold a loose one carrot simulated diamond for 39.95 ran a full page ad on the front of the los angeles times cost 25,000 this is 30 years ago long time brought in 43 or 5,000 and he made seven grand but he was used to making huge multiples upfront so he got very depressed took his company closed it down and left with a seven thousand dollar profit friend two was not as good a copywriter but he was a brilliant strategist he wrote he came up with a hilarious company van pliss and tissony which was a hilarious denomination of van cleef and arpell and tiffany's he came up with the van tiss diamond which was a similar one carrot loose cubics zirconium for 39.95 and he wrote a full page ad which was nowhere as powerful as the tactical copywriter his ad cost 25 grand but it lost four grand however instead of

3:37:13closing up shop he did the following friend one by the way didn't care at all about delivery he took his loose stone through it in a crappy little corrugated box with a little note and just sent it out the strategist put his in a velvet jeweler's bag put that in a simulated wood box put that in a very very lovely padded large envelope with two documents the first document was a letter from him as the CEO acknowledging and thanking the recipient for having had the faith and the trust to purchase the one carrot stone the next part of that first document explained that before they took the stone out of the jeweler's bag they were going to have to prepare for seeing something more beautiful more electric more shiny bright fiery brilliant than they even imagined and it would be dazzle them but then there was an admonishment when you take it out you might for a fleeting moment think we have taken advantage because it might seem a little smaller than you think it is not that we took advantage it is rather that in order to get that kind of brilliance you put more weight in the volume so the density is heavier whatever that means and he said finally because of this once our clients see how magnificently beautiful these stones are they tend to come back and ask us if

3:38:42they can purchase five and ten twenty five thousand dollar stones that they can then have said into rings earrings, bendents, necklaces and we are manufacturing jewelers and we found that a lot of our clients got taken advantage of when they went to their local jeweler to get quite quotes on so as a courtesy you will see and this is the second document accompanying is a catalog where we've taken the liberty to set some of our most beautiful larger stones and necklaces rings etc and because we are manufacturing jewelers we can offer them to you at prices close to half of what we believe your local jeweler will ask and if you see anything you like and you would like to to try it out at our risk we would be very happy to send it to you with the understanding that you have two months to wear it and if you first don't get adoring comments from everybody you wear it around be dazzling and thinking it's real and secondly if you take it to a local credible jeweler and he or she doesn't quote you double what you paid to set another another one for you we don't believe we deserve to keep your money so we will return it if you want to send it back and oh yes in grateful appreciation for your trust and blind faith we want to offer you double credit

3:40:08back if you want to return the loose stone against any purchase and oh yes to help make it easy we have included a prepaid UPS envelope you can put it in along with your order friend one who was the tactical copywriter made seven grand and quit friend two who was the sub uh quality copywriter but the brilliant strategist lost four or five grand and made 25 million his first year because he was a strategist I hope that shows you the difference between strategy and tactics yes cool okay change your strategy you change your results all kinds of ways I got list of the different kinds change your business model you change your result your business model is we're just going to sell direct and start instead of selling something or making it easy to start we're only going to basically sell and they're not going to get a chance to try it out we're not going to give them risk with all kinds of different modification any one will change the outcome combinations can boost it up many many times change the use of your capital you can use your capital differently you can turn fixed expense into variable where you pay for results you can put fixed expenses and get terms you can trade and barter the equivalent of sunk cost expenses you've

3:41:34gotten capital and product or services with high margins you can create and trade it for other things geez I have uh my wife has a g63 Mercedes I traded two days for I have a gts I traded a day for she has a six seven carat gemstone she has a Porsche but I have a very high high billing rate but the point is there's all kinds of different ways you can use capital you can use intellectual capital differently you can use human capital differently you can use intellectual capital differently change your relationship your relationship can be everything from the the distribution channels how many other things you can put through it that don't have to be yours that you can profit from can be vendors you can get different vendors who can give you access to technology to different products or services new ones who want your business would fund marketing sales forces penetrating new markets I go on and on there's about 10 categories is this making you get a bigger broader scope of possibility I hope yes cool all I'm trying to do is show you what I do and what I do how it's going to be channeled through whatever we do today change your distribution channels in your markets most people have one distribution channel if you

3:42:55have one the question is can you put other things through it not just things of yours anything you get control of if it's limited can you find other ones can you partner with other people add change your products or services I just said you add new products to the front end you can make it easier for people to start a relationship you can pack in and make each sale two or three times as profitable you can have upsell afterwards post-sell downsell if they're not ready to buy that you can have additions that you offer when you have nothing else to sell they don't have to be things you own or you create all you have to do is gain access and control and control the multitude of profitability and I can go into that when we do some scenarios with people but any one of those changes your results each one is separate change your ideology you change your results this is not arrogant it is not meant to be egotistical but I do have 20 or 30 billion dollars uh correlated to this kind of non-linear thinking so I believe very strongly that it works the market believes it works Tony believes it works Damon John believes it works I see out believes it's works bulletproof coffee believes it works uh uh entrepreneur magazine believes it

3:44:20works up until the covid planet fitin and believes believes it works the question is what are your belief systems because if you don't believe in non-linear thinking then you're right if you do you change everything that flows from that assumptions if they are wrong or limited everything that flows from them are going to be wrong or limited very powerful distinctions any one of these is very very result altering okay I'm not going to get into this but you can change any one of these you can add any one of these and all of a sudden you change your results uh okay when I work with somebody and today as we do interaction have some out-of-body reflections slow down did all of you see the questions we suggest not the questions we ask you to submit but the questions we ask you to download yes okay what we tried to do was give you an integration from stuff I have done on critical thinking consequential thinking socratic thinking and hopefully maybe you can even print it out if you have time if you're home and go through those every time you see us do an interaction with anyone because going through many of those questions will stimulate a whole other level of thinking and implications that you don't allow yourself normally because you're not somebody like

3:45:56me pounding away at your paradigm trying to do a paradigmectomy okay so I want you to look very quickly I'm not going to get into these but these are some of the pivots that you have always had the ability to do but you can do right now business model pivot product or service portfolio pivot R&D and R&D can be things you do things you you acquire from other people things you get vendors to do manufacturers to do distributors to do uh complementary people to do we've gotten deals where we take 10 different uh uh uh professional service people put them all together come up with all kinds of experiments we'd be the idea people they'd have to pay we'd get a piece of all their sales they'd get none of our sales and we'd create breakthroughs all day long supply chain pivot preeminence pivot when you see preeminence it applies to all it's a macro way but you can be preeminent in the way you sell preeminent in the way you negotiate preeminent in the way you manage preeminent in the way you bend preeminent in the way you market all kinds of things target market refocusing a lot of people waste a lot of opportunity costs going after massive markets when you can be much more um much more targeted and that can be totally different

3:47:24but a lot of people don't know that access to much more desirable target audience is available you just have to do the research uh positioning pivot a lot of companies don't have a definitive or a superior or preeminent positioning marketing pivot again there's probably 12 ways you can do that branding messaging pivot what your message and your brand statement is to the market SEO pivot social media pivot competitive intelligence pivot pivot i'm going to get into all the cool ways you can have intelligence provide you with marketing opportunities copy opportunities felt need opportunities gap opportunities lead generating pivots if you're not generating leads and you're going right to a sale you can experiment with one more prefacing step that makes it easier to initiate a relationship they say and i believe the faster you get the first sale the faster you get the second third and fourth and if you only have one product it does not mean that you can't acquire other products or services that that target audience will buy before during after instead that you can control and double or redouble the profit with no capital investment whatsoever and the sunk cost that you've already laid into the buyer partner joint venture i've done billions

3:48:45of dollars we have 43 ways to do strategic alliances joint ventures endorsements power partnering which are very powerful lifetime value expansions you can double triple quadruple your ltv when you do that it doubles or triples your allowable marketing i may head to myself but most people who do any kind of marketing it's pretty cool looking at all of you i know looking at this is supposed to be it but it's just very very impressive and very very profound to look at all of you in your homes yeah no it's i love this it's so cool um so what i just lost my train of thought i am a poster boy for adult add what was i saying somebody anybody nobody i have on a roll on something very important oh ltv all right so you have the ability to massively expand that by just doing rubik's cube and kaleidoscope you can only have one product but if you know that the buyer you have the relationship with buys other products related or any other product and they trust you you can source and get control functionally of other things and put it through your distribution and sometimes your front end can become the i mean the back end could be the tail that wags the dog i have scenarios galore and hopefully i will remember them when we get into this okay i'm going to share

3:50:18this with you because it's so cool and i think for some of you i did something with scott heris but i'm going to be redundant i'm going to get some water one second wasn't going to be that long thank you that's when turned around okay so i have been asked many times to help people identify what are the unique ethical windows of opportunity that have been created by this crisis ethical not taking advantage but ethical and i'm going to give you five that all of you can capitalize either directly on for your business or indirectly as another revenue profit center so the first one is everyone with very little exception is paralyzed scared uncertain doesn't know what to do if you understand that what that says is there are opportunities to do more deals today to partner with more people to collaborate on more deals to put your products through their distribution their products through yours create a collaboration endorsements joint ventures with no downside no investment because they need monetization just as much as you and they are everywhere i see jeffree branch uh they're everywhere and you can capitalize on them today in ways you never would have and probably never will again the next is a little more significant

3:52:23many many companies are against the wall against the ropes they're just getting their their their on fumes they don't know what to do they have years invested in their life most of them are probably not even making break even but they don't know what to do they're trying to stay afloat you can go to many of those and properly articulated make arrangements to take over you can buy the business but really acquiring the assets is a lot safer the the buyers the leads the u r l the phone number the intellectual property product or services that are unique and give if you can consolidate it into your business and not have uh to keep a lot of their duplicative labor you can make a very marginal business you integrate profitable enough that you can give the person you acquired the assets from 25 30 percent of the revenue from either their website their buyers their sales people whatever you take over and they'll make more from doing nothing with your help than they're making right now trying to stay alive and we've done things like that throughout history i can tell lots of stories time allowing but right now it's just wildly wildly available if you basically know how to do it and we have many friends that have acquired tons of entities or asset bases that way and are not only profiting

3:54:00but they're actually in a position to benefit the entrepreneur they acquired them from because he or she was on the very very very rapid downward thrust and they were probably going to go under the third category which is really interesting is with all the unemployment it tends to polarize two ways low skilled and super skilled the low skilled for this discussion is not relevant although i have great empathy for anybody you know family husband wife a single whatever a single mother father it's just very sad and i wish everybody well but the super skilled people don't understand they lost their job for a couple of reasons usually not in competency rather either the job was consolidated the job was no longer as viable or they just cost too much and the employer wanted them off the payroll you got all these people super skilled who before they lost their job they were interfacing with some of the highest level decision makers sea level executives heads of departments influencers that you in your business would never normally have access to you can find these people on LinkedIn it'll say accessible you have to cut by either the category or the former business or their job role or whatever it is but right now while the windows open and closing someday you can go to them and you can

3:55:38persuade them because they're used to making hundreds of thousands and they're on unemployment right now starving and you can say look if i can convince you of the merits of our company our product our service our people our our conduct and you will introduce us to your former colleagues that you served in your last job any of them buy for us we will and then you figure out what you're going to do you'll never be able to do that again the fourth one is a huge number of people out of work are salespeople and they are general salespeople highly qualified salespeople technical salespeople they're used to making a lot of variable income they're sitting around you can find them certainly on LinkedIn you can run ads for them but the key is right now you can deploy them to do the three things i just told you about or you can have them just working for you and if they do well they can end up earning a full-time job but they can be unilaterally or excuse me universally useful in four different roles and they're just sitting there waiting to be deployed assets that are under deployed underutilized the fifth and the last one is what i call option trading but it's not stock it's getting control of assets and access distribution channels

3:57:02uh uh uh intangible intangible good example many many recessions ago a very good friend of mine moved to california quit the job he was in and recognized that the the rosebel the place that they play the rosebel and that ucla plays their football games in owned by the county of lass angeles was used very very little was usually used a few saturday's in the in the fall and evenings in the summer for some concerts on the weekends all the rest of the time it was empty it had huge parking huge display area he negotiated with the um with the um county to do flea markets on the underutilized weekend days and he didn't know anything about flea markets but he locked in a deal where he paid them a percentage of revenue and he had renewals on it if he did a lot he didn't know anything about it but he found the largest flea market management company in the country he went to them and he flipped them his right he got a half a million upfront and he got royalties that have since made him millions and millions of dollars but there's all kinds of things you can get control of that are assets or assets years ago in australia this is pretty funny we had a client that was in i believe it was melbourne and there were laws that said that in downtown you

3:58:35could not put display signage on the outside of office buildings and he read the rules very carefully and found out there were no laws that said you couldn't put them on the inside so he went to all the ground level offices and he bought the rights to the windows to put signs out facing out once he tied it up he didn't know anything about it he went to the big sign company and he flipped that right for millions of dollars i have loads of concepts like that but the point is you can do any of those five things and you will be surprised how lucrative it can be okay the next area of geometric growth or what i call performance gaps that's going through everything you do on the performance side of your business knowing that you very unlikely understand how to take it to its ultimate level of performance so you have much more performance on the front end coming in no matter what it is selling marketing average sale locking people and whatever it is and then the second one and again each either all of these have five to sixty levers and i just don't have time to show them then yield gaps once you get in the front door most people don't know how to optimize all the yield that that asset that relationship that buyer that prospect that distribution source

4:00:09that distribution channel that vendor has the capability of being worth to them next when i look at a client company that i privately consult with we divide it into two realms and you should do the same the first thing we do is maximize what they are already doing even if what they are doing is not the optimal because that is driving their business assuming it is profitable and the very serious and sincere probability is that it is not being optimized so if you're running ads you change headlines you can double or triple results you add credibility a double or triple results on top you can put a risk reversal in that's stronger and get 50 more results you can put a bonus in and get another 30 40 percent results you can be all kinds of things and get you know all kinds of results so we go through everything you're doing and we look at how it's doing and we improve all those first because when you do that it throws off incremental windfall profits that can then be used to fund the multiplied activities the new activities the expanded activities that cost a little bit of seed money you know as all this i'm going very rapidly i'm giving you jabraham a lifetime in about an hour is this makes sense cool and again i'm not

4:01:45a real smooth presenter i'm somebody who does all this on the front lines of capitalism and scott was right years ago i did lots of seminars and keynotes i do very little of this first time in months and months i've done anything like this so i have another concept and i'm just going to introduce it to you can get into it some other time but i call it access denied and i want you to think for a moment if you are not achieving with whatever you are doing in whatever facets of your business you are doing it you are experiencing experiencing access tonight it may be access to people's attention access to their interest access to their trust access to their awareness access to their willingness to engage or be vulnerable access to their commitment but you are not getting access and unless you realize why and that you're never going to change it so i'm trying to slow you down to look at this wonderful wonderful nuclear aspect of the thing called a business and see not just dozens but hundreds of more facets each one of which can add not just incremental but geometric on top and that's where you literally can over time on the profit side definitely take your profits beyond exponential okay there are two types of thinkers there are incremental thinkers and exponential thinkers but

4:03:21here's what they do differently a 2d thinker looks at a business in terms of revenue less expense equal profit a three-dimensional thinker looks at it more like a private equity firm they don't just look at that they look at oh i forgot i have one other point i've got to make to all of you they a lot of other points but one that i forgot before i had a brain gap they look at it as yield i bring this person in what is the yield let me tell you a story that denominates this and also goes into the three ways of of owning a business and also it shows a lifetime value so i had a client tons of stories i could tell for hours i had a client that was in the the fluid transmission business and what that means are plastic pipe that are used in manufacturing to carry uh chemicals in bottling syrup in agriculture for water and this company sold these pipes and they were all over western united states and they came to me for a breakthrough but they had very limited resources and the first thing i asked them was to quantify some of the lifetime values and performance metrics they experienced they had never done it i gave them the formula they went back came back turns out that every time they got a brand new buyer worst case not best

4:05:00the buyer was worth two hundred dollars profit the first sale every time they got a brand new buyer worst case that buyer would buy five times a year at two hundred dollars profit every time they got a new buyer worst case on average not everybody but on average they would last three years so first sale is worth two hundred dollars averages five more transactions a year three years two hundred times five times three three thousand dollars yes are you with me three thousand dollars okay profit so then i ask them what they were paying their salespeople turns out the salespeople got 10 percent of profit so uh Tony would call it high uh i guess what does he call it uh well i'm going to i'm going to just camera what the word he uses i'll think of it in a minute but he would have uh oh god i can't think of it but i would say to them i bet anything that these people are not very motivated at opening new accounts and they said they're not i said i wouldn't be either if it was just worth 20 dollars 10 percent of 200 i said do this for me go back and tell your salespeople that if they keep their current territory performance at or a bob norm whatever norm was a hundred thousand a month 500 000 a quarter whatever you will give them 100

4:06:25percent of the profit from every first time brand new buyer they bring in that's the power of endorsement that's the power of referrals that's the power of strategic alliances that's the power of aligning your brand or your product to somebody else that has the trust the credibility uh i started out helping gold brokerage companies and the first one we took from 300 thousand dollars to 500 million in a year and a month and we did it not by running ads in the financial newspapers we went to all the newsletters that had hard money investors people that believed in gold silver rare coins collectibles and we became literally the recommended uh vendor but we didn't just become the recommended vendor i understood integrative control of the other person's distribution and what we did was when we did this with 25 different newsletters when somebody became a new subscriber we provided a welcome kit introducing everything they need to know about gold silver investing rare coin investing collectible four times a year if every newsletter we paid to send out a special edition that talked all about rare coins and gold and silver and hard assets and the outlook and we would bring very very um uh quality highly respected iconic people to write for it four times

4:08:07a year we would do regional seminars that we would fund we would bring iconic personalities and we would give all the money to the newsletters we wanted our people to be there and we generated millions when the newsletter promotion because newsletters were driven by subscription offers most of which were tied if any of you subscribe to a newsletter you get all these bonuses usually their reports or analysis when the promotion dies and the newsletter no longer is able to use it we would do two things first if it was just marginally dying i would build it up we would add some more bonuses and we would fund going to the outside market because every time ten new buyers came in we literally made five thousand dollars profit from a gold buyer and when it stopped working even then we would take the promotions and modify it because we were in the gold business and if you go to the outside market trying to generate a cold lead for a gold buyer it would cost two hundred dollars but by using a newsletter promotion you modified that was giving away a cool set of reports you could buy that same buyer for 25 dollars or a hundred and seventy five dollars less so as i'm teaching you more than you can probably process

4:09:35and the point is not to retain all this but to recognize that within the realm of your business there are easily 30 categories 10 15 8 different levers within each category that you're not taking advantage of internally that you should because it costs no more but it can multiply over and over again your profit without having to dramatically multiply your top line meaning you don't have to expand you don't have to add lots more people you don't have to put more capital out you don't need more equipment you don't need a lot more things just need a bigger a bigger uh uh team to deposit the money so there's four welcome back so if you are feeling expanded if you feel that you have at least one idea or more uh put in the chat yes uh so jay if i could get you to turn on your camera and jay's gonna give a little bit of a wrap up here then we're gonna get rob on then we're gonna have a five minute break wrap up we're not done yet oh no no there's so much more to come i'm just going to make an interventional couple of comments we still have in those of you who wanted your business transformed we still have and pardon my voice in this segment we have we're gonna do i think brian remind me i think we actually list the 43 different ways in this do we

4:11:11or do we not i thought we did maybe we don't do it on i'm not 100 positive we're gonna we're gonna teach a relational capital we're gonna teach you all the sticking points we're gonna teach you the 20 marketing mistakes we're gonna teach a multiplier verse to minisher and then brian maybe even we'll run a slide if you can find it of all the other new categories we'll go into them just so they see how much more we have added that we're including and the other expanded stuff we're doing but i want to make a point and it's an important one i told you in the beginning i want to teach you to understand explosive business growth the way i was taught case studies to show me it was real explaining now the driving principles to show me what was the fuel the mechanism the the the science behind it and then taking me well beyond that and showing me how much really unimaginable um advantage growth i could gain by studying breakthroughs outside an industry and that's exactly what we are doing with you i want to make a couple quick points and then i'm gonna ask a favor and then i'm gonna I'm gonna laud you i mean we we have a lot of your or take a notes commenting when brian said if any of you have an idea i wanted to cringe i thought

4:12:48you shouldn't have said that you should said which if you don't have an idea geez i mean gosh i just laid myself prostate not only about three quarters of the way through the second part of showing you here's what you can do here's what you can do here's another thing you can do here's what worked for here here's the story behind it here's the driver i mean brian don't ever say if any of you have a question i mean an idea go if any of you only have one idea and really that's embarrassing i want to make a point and i love graphic imagery brian do you see what this is oops i'm saying what is this it is a hundred dollar bill if i told you that you could buy them for this would you buy it yes i would buy all that i could would you really absolutely you see what this is there's more than one one hundred dollar bill there if i said you could buy it for this would you do it but absolutely i'd buy all i could why is it not working there is a $20 bill not working on on my screen is opposite you would do that right you know it do you see what this is this is i ran out on hundreds this is i'm gonna just round up and say it's a thousand dollars if i said you could buy that it's 500 for this okay 500 i would do it in a heartbeat

4:14:20who at home hmm interesting a lot of people don't seem to think that that's a good deal do you know that yes i don't understand that that's very unusual okay what i do i oh and different ways of looking at it if i said that i would give you five twenties for one for for 10 would you do that yes i would interesting but most people don't seem motivated to want to do that it's interesting isn't it it is interesting yeah okay so here's the indulgence that i ask of you unlike the majority of people who do a webinar that is superficial and teases you i basically decided that i would layer upon you a compression course on what i was privileged to learn about the the drivers of explosive business we are about halfway through it you have another 20 minutes of four different categories we need to lay on this one then we will take a a a little break and then we're going to lay you on showing you what i call funnel vision magnified funnel vision is borrowing the success approaches from outside the industry modeling for millions borrowing from billions but we're going to show you an actual exercise i did with tony robins highest performing group a couple of years ago where we had 15 or 20 people stand in line and what after another after another shared the one biggest

4:15:59secret and driver that their business was using in whatever industry they were in to explode themselves well above their competitors then they went and explained what the driver of that concept that one concept was and then they explained now anybody in any business could apply so that's what you are in store for but the favor is i would like again because i can't imagine anyone there wouldn't want this to upside down i don't care for this is upside down or this i can't imagine you wouldn't want this for this and if you do i would like to understand your business logic but i'd like you to indulge rob and there's two reason one he's going to do a very shortened overview of what he shared earlier and if you wish to leave do it because guess what you're going to miss all the layering that integrates to produce the catalytic explosion i have in store and i will be disappointed for you not at you and you can go back and lament that you wish your business were more profitable successful more asset value easier that your ads pulled better and converted better that people bought more that you got more referrals but i also hope that amongst the five or six hundred of you that are on right now there are some large companies

4:17:34who have been impacted and hopefully feel compelled enough and impressed enough not trying to do that and confident enough that i know i know about any kind of business but we are confident looking for those kind of whoever's attacking stop it that you brand we i can grow your business and talk to rob about that but rob is going to come on it's going to be a very shortened version because i don't think enough of you knew when he did it that first time what beyond exponential was really all about because it was only a tiny bit about what you had learned in the first segment it's very heavily on what you are learning in what you've already experienced in this segment and the next part of this segment and it is also about what you will see demonstrated in the latter segments so rob do a quick version of this and everybody it's up to you if you want a hundred dollars for ten great if you don't that's your prerogative go for it sir all right thank you very much jay and it's great to be back with all of you we're going to make this one brief because i've already gone through it in great detail i'm going to make it interesting and different i think help you see things from a slightly different angle we've got two great

4:18:49offers for you today one is for larger companies saying 15 million or more the other one is suitable probably for the other 98 percent of you let's talk about the profit partner mentorship first you know rather than going over all the features and benefits with you which might be a little mundane we've already covered it let me sum it up to you this way earlier in his talk i heard jay mentioned the name chuck mick dowel so chuck came to jay as a private client doing about 40 million dollars a year jay worked with him for months and observed something in chuck's business that nobody else saw and in about 13 months he took chuck from 40 million a year to about 120 million dollars a year now for those of you who would tell me that math is not your strong suit that's an 80 million dollar a year bump okay chuck gets his jay gets his slice and everybody's happy that's the kind of thing that a profit partnership with jay abraham can do for you you got to be a quality company with a quality product or service and a sterling reputation and a blue ocean opportunity in front of you and if you've got that and you want somebody like jay abraham somebody of jay is genius and caliber and track record to help you harness and harvest that opportunity

4:20:08then we should talk book a call with me that's not something we can do right now book a call in my calendly and we'll have a discovery session together to see if it makes sense for you that's just one story if we had more time i could give you a ton more okay let's talk next go ahead and flip the slide to the more suitable option for smaller businesses on a tighter budget okay this one is called the profit explosion formula and before i get into it i just want to make a comment here um so many people have come on board with us already it's truly exceeded my expectations and i just want to reach out to some of you i've got a big list in front of me but i just want to say thank you don thank you Nadine congratulations robert and alberto uh thu and lyle and samon and mike congratulations to all of you for making the decision to involve jay abraham and the abraham group and your entrepreneurial and business growth journey you know one thing that's a little bit sad to me as i see people all the time we talk to people business owners all day every day and many of them want to grow and they're just stuck in some kind of a rut but the sad truth is they will not invest in themselves and that's a grave mistake anybody who's already made it will tell you this they will tell you

4:21:26that when you're starting out you're trying to grow your business you don't go buy fancy cars and fancy clothes and big vacations and all that you know what you do you invest in yourself okay you improve your skill set your skill level because remember this whether we do business or not money follows mastery money follows mastery and the more you strengthen your skill set the more money will follow when you go through your business journey people could take your your gold watch they could take your car they could take your business but one thing they could never strip you of is your skill set and what jay is going to teach you and what you're going to get from our team over the next year are skills that no one can ever take from you'll use them now and you'll use them in the future and you'll be in the tool the toll booth position and continue to profit and those profits will continue to compound if you implement this material as jay is going to get you to do next slide please so in a nutshell there are four powerhouse phases next slide we've already talked about them but i'm going to blast through them first of all you get a two-day rapid result fast track virtual workshop with jay abraham he will do all of the teaching himself just to be clear what his

4:22:45goal is is for every single participant every one of you to walk out of that workshop knowing exactly what to implement into your business first and foremost we're going after the lowest hanging fruit so you can profit rapidly and get a big return on this investment as quick as we can possibly get you to do it he will send you out of there with a custom action game plan and a go forward strategy that will have a very high probability of working next oh and let me say that's december fourth and fifth so mark your calendars it's right around the corner you don't want to miss it december fourth and fifth you're going to get 12 months a whole year of advisory sessions with jay that happened monthly by zoom you go in you ask jay your critical question you get his feedback his guidance his analysis one good idea from jay could be worth a fortune and that is not hyperbole or sales rhetoric i'm serious one good idea from jay can be worth a fortune in the case of chuck who i just talked to you about it was worth tens of millions of extra dollars per year one good idea okay you're going to get jays beyond exponential system on demand any kind of geometric growth category that jay teaches you that you want to brush up on whether it's

4:24:08preeminent or the power parthenon principle or the nine drivers of exponential growth it could be sunk cost marketing or leverage marketing it could be the the power parthenon principle or the sticking points all of them there's over 50 of them you'll be able to go into our university and educate yourself on those topics and if you have a c o o or a c m o or a vp or some key player on your team that you want to also educate you can share this content with people inside the walls of your business and you really should be doing that when i had my company everybody was on a continuing education program because the rising tide lifts all the boats so you'll have access that it's over 80 hours of content taught by jay i mean it's just an unbelievable compendium of knowledge and wisdom like you have never seen before the fourth phase is 12 months of support with the abraham accelerator team i mean what can i say you know you go through your business journey and and sometimes you just have questions you need other people to talk to you know sometimes you you know you're down sometimes you're up this will keep you up that's what we want we want to see you at the top so you come into this program every single week think of how many golden nuggets you're

4:25:24going to extrapolate from this how many aha moments think of how much support you're going to get and think about what it's going to translate into in your business world then if you do the single pay option which as you probably recall is a whopping 42.50 if you do that option today we are going to give you two of j's newest and in my opinion very best and most comprehensive and focused home study products the referral mastery product and the relational capital mastery product each of them are 12 hours each of j on video essentially revealing everything he knows about those subjects each of them have a workbook each of them has all kinds of support and bonus items and if you're just not doing referral systems don't complain here's your chance to incorporate them and still them and install them into your business he gives you over a hundred of them and on the relational capital mastery what can I say you've heard story after story about the carnival cruise ship and AARP and the one I told you about the startup I worked for that took us from rags to riches and so quick our heads were spinning those deals are real and if you understand the psychology you can make them happen in your world so you definitely want those two programs we're

4:26:46going to give you a ticket to an in-person event with Jay and I mean this is a $15,000 ticket for real it's not some inflated price our core event is $25,000 we're going to give you a $15,000 ticket and I hope to see you there I hope to be able to actually shake your hand in person if you avail yourself of this opportunity and we're going to give you that go forward credit good for up to a year so if you spend the $42,000 or if you do the monthly plan it doesn't matter you want to do some private work with Jay when you're ready for that you reach out to me or anybody at the Abraham group and they'll get you in touch with me and we'll explore the available options at that point we've got semi-private consulting opportunities private consulting opportunities profit partner opportunities there's something in there for everybody and I would love to give you your 42.50 back towards that so that we can then do what we really do as Jay has said many times we're not information marketers I'm not a pitch man actually I'm just doing this because Jay asked me to do it but if you come back to us and you want to do consulting then we'll give you that go forward credit if you use it within a year it's like a $70,000-$80,000 value next slide please

4:27:57okay you get it all for 42.50 one installment next slide or you do the $500 a month program there's probably no excuse to not do the $500 program I'm just being honest with you there's only so much benefit you can get off of surfing YouTube and pulling free content off of podcasts and going to websites and downloading things I mean at some point you hit your ceiling with that if you're ready to go to the next level then this is the opportunity of your lifetime and always remember there's a devil at every level and to get from one level to the next you need good quality mentors in your life and people that can show you the way light your prosperity pathway trim years off your learning curve and just help you get from where you are to where you want to be quicker, safer, better, faster get you to go there higher and more effectively and that is Jay Abraham and the Abraham team let's go to the next slide it almost I forgot to mention that quarterly escape hatch I hope you never use it but for those of you who are risk averse and maybe even skeptical I mean who knows maybe this is your first introduction to Jay and his company you know we want to let you get out of that after any quarter but I don't think you'll want to I doubt you'll use it but

4:29:18it's just in there in case you want to remember if you use it we cut you off from all access and we stop billing you but you do have a way out if you just think this is the worst decision you've ever made to be part of this program I doubt it would actually happen okay we're giving you a 10 times profit performance guarantee I mean good lord this is a thousand percent return on your investment Jay was holding up these hundred dollar bills and twenty dollar bills and ten dollar bills this is in essence the same thing you know where can you put your money right now where you're going to get a thousand percent return I mean maybe if you had bought bitcoin really early or got into Tesla when it was trading for 150 bucks a share it's hard to get this kind of a return on investment but we're so confident that you will get a very powerful return on your investment if as long as you do what we ask you to do and test things and try things that we can make a guarantee like this next slide there's two options for getting started today I'm sounding like a broken record here but option number one is forty two fifty single pay or you do option number two five hundred dollars a month for twelve months next slide so that's it ladies and gentlemen as I mentioned to one of my

4:30:38colleagues here on the break if I spend five minutes on this or fifty five minutes I really don't think it's going to matter this is such an irresistible offer it's actually the the greatest offer I've ever seen come through the Abraham group in the 12 years that I've been working with Jay here at TAG if you're not going to avail yourself of this truth is you probably never avail yourself of anything we offer so there you have it if you're interested in getting started and I highly recommend that you do you know you're probably just not going to get a greater yield on anything than this go to Abraham.com be offer Abraham.com be offer and if you've got a question go ahead and book a call with me at my calendar or email me or text me all my contact information is on the screen and I also want to thank all of you who have done that already and I'm really looking forward to our conversations next week next week is going to be a very very busy week for me but I'm looking forward to our conversations all that having been said thank you all and I'll turn it back over now to Mr. Brian, Oni or Jay Abraham thank you. Thank you so much Rob and just so you know that two-day event that is happening on December 4th and 5th is such a powerful day for one reason

4:31:58and that is Jay's going to be interacting with you live so what that means is that you know Jay will be there answering questions as we go through focusing on what he can do to dimensionalize all these things but if you're not going to be there I highly recommend that you engage it is of course recorded and you can watch it later but do what you can to watch as much of that as you can because you're going to notice that questions come up that can probably be addressed in real time you're going to be able to really have a firm foundation for everything that's taught in this course from a two-day immersive event that is very unique it is Jay at his best presenting in kind of in an on stage like environment and speaking of on stage if you are not able to attend the on stage event yes you can join us virtually as well so again what an incredible opportunity so let's unless Jay wants to add a little something let's take everybody. Yeah I mean I want to make a point and I'm not going to show my my video for this one. So what Brian just said is don't let your schedule conflict although I'd hope you would change it constrain you because if you can't be on the two two day you will have access the only advantage besides feeling a more connected part is that I'll interact with

4:33:34people role play and do and do a lot of Q&A problem solving and opportunity mining same thing for the 15,000 it will be broadcast when we finally do it. People have asked me something and I need to tell you this and then we're going to continue our sojourn. I do these not because I'm in the seminar business when I was in the seminar business truth be known we did a quarter billion dollars. The only reason I do these anymore is that I have knowledge that I can't always use just for clients there's no other way I can justify sharing them with smaller entrepreneurs than in some organized group setting that is where the economy is a scale justify my time in the staff's time but secondly no two programs I ever do are the same I I don't get bored I keep evolving it experimenting and stretching it pushing the boundaries so I do these as much to force myself to keep growing so everyone I do is different and I'd like to say everyone I do is more impactful and better so that should answer your question okay Brian take it home. All right let's take a break but as you're taking this break make sure that the insights plural that you've gotten are locked into your notes so let's take a quick five minutes and then we're going to come back and you're going to hear my voice

4:35:06calling you back into that room so come on back but lock in your learnings right now so that you can apply them and grow from them and be ready to take down many more because we've got some great stuff in store for you so let's take a five-minute break take care of what you need to take care of and we'll see you back here in five minutes. Can't recommend Jay Abraham highly enough he has been my biggest mentor over the 23 years that I've been in business ever since I started SuccessClinic.com in my college dorm room in 1997 with 800 dollars in a book on HTML so anything you can do to get involved with Jay Abraham and take his class do it you won't regret it. Thank you for all of the things that you've done for me in my life from the money marketing secrets and all of the different ways of thinking strategically ultimately that have allowed me to make millions of dollars and not only that to make it scalable sustainable and allow me to add value to all my business partners all the people I've consulted with you truly are amazing you're one of a kind. I've been inspired at reading all his emails listening to his podcast reading his books in this program the best thing about it is that Jay doesn't let us get away with it he doesn't let us get away with only listening

4:37:12not participating and not taking action in your actual business so like he says he doesn't want to be intellectual entertainment he doesn't want to be inspirational alone and whenever someone says well we're so inspired he always pushes us to say okay inspiration is great but what are you going to do with it and the main problem I have now is to make sure I myself and my organization is ready for the huge stream of new customers that we're getting through the door and to make sure that we can handle all the business that is coming from all the partnership from all the new ideas but that's a good quality problem to have right so I'm happy to go work with that. So I was happy to jump into this course because I have a software business that I established more than 20 years ago and I found myself a little bit stuck and I needed someone to stimulate me to get out of the rut and I found that in Jay why because he made me focus on four things first on the levers and on the fulcrums that were hidden in my business that I couldn't see two on the opportunities that relational capital would bring towards me and that have led me during the past five weeks to be able to establish strategic alliances also with the biggest players in the field and numerous other

4:38:43agreements. The third thing that I'm grateful to him for is for the fact that he made me focus also on referral systems. I have one in place but it's not enough but he's also given me a lot of good ideas. There are four things that you have to take into account when you when you sign up for this course. First you have to listen to everything that Jay says and that of the advice of the people that he also draws into his course. Two you have to take copious notes that you can reread so that you really absorb all of his knowledge. Three read his material that's obvious and it is copious and four most important. Take action because what he does is he gets you out to do things and to be able to really skyrocket your business. I start coming back into the room if you are out getting your coffee or whatever it is that you need to optimize your mind. Start walking back this way.

4:40:37One of the things that we often like to do is talk about the amazing benefits. We have pages of benefits people have gotten not just profits from these programs. We may get into a couple of those if you stick around for the Q&A session at the very end but let's get back into it. Let's continue on and keep on playing. Did I just hear that we need another second? We need to reset something here so you're with me for another minute. I'm just going to read a couple of these off to you. Some of these categories are Aquito School of Marketing, Loyalty, Royalty, Three Peas, Passion, Purpose and Possibility, Perspectives, Friction Factors. We have so many different categories ready for you that's on the inside of this course that are absolutely amazing that can blow your mind. Those are some of the new ones but I'm creating a list that we can go over a little bit later. All right let's go ahead and get back into it. Team to deposit the money. So there's 40 of your ways to use relational capital. The unlimited checkbook, it's a variation of it. I'll tell another story and it's an old one but it's pretty cool. So I have a belief that I pretty well validated worldwide and it is that no business no matter what you think

4:42:09your circumstances are should ever feel resource impaired or constrained ever again because someone else out there has the resources you need and all you have to do is figure a collaborative way to get them to provide them in exchange for some kind of a participation in the outcome. So let me give you a beautiful example and it's true. I used to for 15 years go to China and I did very expensive and extensive trainings and I appealed to a very high performance qualitative entrepreneur amongst the not so qualitative entrepreneurs there. And the first time I went 15 years ago a young man came to the mic and was almost crying. He said through translation, Jay what do you do if you're too small and the banks won't lend you money to grow? And I said well tell me more. And he said I'm a small local motorcycle manufacturer. Now only in China can you be a local motorcycle manufacturer where you have a hundred million people in the city. And he said if I could get the money and like to go all over Asia for that open up a factory hire workers get salespeople get offices get retail dealers all over everywhere. And I said okay so what's the problem? And he was very frustrated. I just told you I don't know the money. I said you don't need the money. All you have to

4:43:43do is figure out the fact that your problem is always going to be the solution to someone else's bigger problem. Just need to figure out what it is and who it is. I said go around Asia and find somebody that's not a competitive at a complimentary field that does something similar but not the same who has manufacturing distribution retail etc. and partner with them. That took me about a minute. Left about a year later I come back and here this guy comes again and he looks like the Cheshire cat and he's smiling ear to ear and through translation he says yeah I did what you said. Now honestly my whole life is answering questions solving problems figuring out strategies doing extricating people from Gordian nuts. I don't remember anything I say after I said so I made him repeat and he told me and I said great what'd you do? He goes I went to Kuala Lumpur in Malaysia. I found Asia's largest lawnmower manufacturer. He basically had a huge factory that was under utilized. We made a deal where I brought the tool and dies which are the materials that forged the metal. He had the workers all the equipment. I trained them. He had salespeople. He had offices. He had thousands of dealers in our first year together. Net net we both made 10 million dollars.

4:45:07You can all do that when you realize that whatever you think your resource impairment is somebody else has the equivalent and I can go through lots of stories. Isn't this fun? Yay. Okay. See I just said that. Another area. This is a book we did the Sticking Point solution. We did it during the last and I listed these but these are the nine typical problems that most entrepreneurs struggle with in a down market stuck losing out to competition stuck not selling enough stuck with erratic business volume stuck failing to strategize stuck with cost eating up profits stuck still doing what's not working stuck being marginalized by the marketplace stuck with mediocre marketing stuck trying to do it all yourself. There are easy solutions to each of these and again every solution frees up more performance. There's 30 plus categories of geometric profit improvement everyone has five to 60 elements in it each one of those elements frees up more performance for the same time or less same ever or less same capital or less same opportunity or less same people are less same distribution or less. I long ago got fascinated this was right after the nine drivers but I put it in the back because it doesn't seem as exciting today.

4:46:42I realized that almost everybody that's not massively integratively trained in marketing makes marketing mistakes and if you stop making a mistake it is the equivalent of multiplying performance and the analogy I will make which may not be exactly scientifically accurate but it will give you the essence. Let's say we were leaving to go from I am tomorrow from Palm Beach to Los Angeles. Let's say our plane takes off and one of the flaps won't go all the way down but it's not dangerous to fly it's just very very troubling because it's going to make guiding it very difficult you're going to go off course it's going to make resistance worse so it's going to be slower it's going to make fuel cost higher it's going to make the ride bumpier it's going to make the process for the the pilot much worse the moment you get it down you're going to go faster you're going to go smoother you're going to use less full fuel you're going to go straighter well you're making right now about 20 major marketing mistakes and some of you aren't making all of them but I would dare say if we had plenty of time and I was looking at you and you and you and you and I don't know if you know what I'm pointing to it's Indy and

4:48:05I can't pronounce it Nerton and Jason and Victoria and James and Maritza I could show you that you're probably making many of the 20 if you just stop making him even you don't do better just stop not making him you're going to go faster further higher get more yield and there's this kind of thinking which I found liberating early in my career and you should find liberating now because it's cool now multiply reverse diminisher I did you a disservice because I should have listed this one because it's profound one of my colleagues who's one of the top executive coaches in the world gave birth to this it's not original he says and it sort of starts with physics physics are you there's nothing that stays constant you expand or you contract you grow or you die so you're either a multiplier or a diminisher you either make you create more value constantly you make people's lives better you make your team better off you make uh uh whatever the category your product or service addresses a better experience better value or you go the opposite way the more you do the former the more you multiply the more asymmetric the result and each of these are categories and each one has about 10 elements that you pass through and you you you challenge yourself you do basically a reality

4:49:38check and when you do a reality check at first you're you're you're disheartened even depressed but then you're liberating because you go geez I'm not doing eight out of ten or nine out of ten or ten out of ten if you only start by doing three out of ten you're not doing you do that with 30 categories starting with a and going through z you kill it even in a terrible market because everything you do multiplies and compounds and it multiplies and compounds profit far faster and higher than revenue this is what I do all day 12 pillars of strategic growth this is another category of distinction and I listed them not to explain but a couple of these I wanted you to see that each one has these eight or ten this one every every month you're supposed to continuously identify and discover hidden assets overlooked opportunities should be expanded under performing revenue activities under utilized assets other under undervalued relationships in and outside your business that you can harness every month you want to out you want to mine cash windfalls that exist in the beginning there's tons of them and you have to work a little harder after you cycle through it every month you want to make sure that you engineer success into every action

4:51:10you take your decision you make that sounds axiomatic but surprisingly the vast majority of things people do because they do not have an expanded context of what's possible of performance probability outcome they do a lot of things theoretically without really knowing that there is more weight on that activity towards negative than success and it's a function of it you have to be exposed to more options and possibilities but you can't why do anything with a higher probability of failure if the same effort or less can be weighted towards success and sounds self-evident but most people I mean if I sat here and did it and probably do a tactful version of addressing that with enormous diplomacy when we do the q&a because most people they do things that don't make any sense but it's not that they're purposely trying to shoot themselves they just don't see it because they don't have the experiential to see the illogic or the or the or the moderate viability in what they're doing but you want to basically weight it in your behalf you want to build your business on multiple profit sources that's a power parthenon you want to be decisively different special more advantageous in the eyes of your market that's preeminent some of these overlap you want to create

4:52:38real value and this is really interesting if I had the ability to to interact with every one of you that I'm pointing to on the screen right now and I went back and I had a transcript of everything I said and I picked randomly 20 different phrases or words and in a vacuum where you couldn't hear one another I asked 10 of you to share your definition what you heard what it meant the rest of you watching would be incredulous because no two people have the same definition the same perspective the same vision the same understanding because they don't have the same example back remember that quote I read in the beginning your background your influencers your experiences your definitions that's why it is so valuable when we do the Q&A for you to watch and every time we have an interaction even if you do not directly see it having relevancy to you not turning off but staying in the game and thinking what is it about that I can apply directly what is it about that I can adapt and adopt because the more you understand how many different ways people see life the more powerful it is I don't think there are many of you here that go back to the 90s when I started when I was big and I'm sorry for my voice big big big and seminar but we

4:54:03used to do 86 hours seminars sort of when Tony did his big ones and I had a process that drove people crazy I would go into very rudimentary versions of about half of these I didn't have it all worked out then and I wasn't going through a matazee like I do now in consulting or even in seminar training and I would literally do 90 minutes then I would stop and I had people sitting at tables like this angled it at me and they were all around I'd make them go around at every 90 minute and share the biggest distinction each person separately got out of that session and what they were going to do with it then they'd vote and they would find the most universal that anybody could learn from and they would have a chairman then we would have 10 or 15 of the tables share their idea then we do another round it was called fractal learning people thought it was crazy but in the course of five days and 86 hours you got to understand how all primes of different interpretive ways people saw things their applications they were going to use the different distinctions they had uncovered the different understandings and definitions and it just exploded people here you're stuck with only what you know or have experienced your definitions

4:55:26or your perceptions and the more you can expand and travel outside your comfort zone the more powerful you are going to be my strength comes because I am obsessed with learning everything I can about everything I can and not discriminating and I've been involved in a thousand industries and I ask great questions and now I understand most anything on the revenue side and how it correlates and impact so I can engage people but you need to travel outside your industry if you want to have advantage that your competitors don't I hope that makes sense and I hope this is going to haunt you because I'm not trying to do deep explanatory detail on any category I'm just trying to show you that you have access to all these categories and you should capitalize on them big time next make growth thinking a natural part of your everyday philosophy but most people don't know what that means it means forcing yourself to grow in as many different ways that are beyond what you normally do most people don't read more than a few books a year most people don't try to understand any businesses outside there's most people don't go when we I mean when we used to have the ability on a Saturday or Sunday to have all these

4:56:55seminars and conferences going out on hotels I would challenge people to go visit as many as they can and ask if they could sit in and watch all these different realities going on and try to learn about it and ask questions of the people in the back of what that meant I would ask them to go all their friends colleagues neighbors coworkers office neighbors and ask them what's the essence of your business model how do you sell how do you market what is your what is your approach you know you know how do you metric it and listen and then evaluate because that's where breakthroughs come from breakthroughs do not come usually from inside an industry I'm going to default towards old examples because I don't want to have to think about current but when I used to do seminars we would say okay so fiber optics which for years was the big breakthrough telecommunication didn't come from telecommunication it came from aerospace and was borrowed federal express borrowed the hub and spoke clearing system that the federal reserve bank used for checks overnight Viagra was for I think heart Rogaine was for pimples the ballpoint pen or the roll on deodorant came from one another but breakthroughs are not going to come from inside they can but

4:58:23it's a slow archer as you can shorten the cycle and multiply dramatically your options if you start traveling outside your industry reversing the risk risk reversal is there's two really overlying themes you should indelibly embed in your brain reason why risk reversal anytime any two people come together for any kind of a transaction commerce business employment love sex friendship fraternity whatever you want to call it one side is always being asked by the other either consciously or subconsciously verbally or non-verbally knowingly or unknowingly implicitly or explicitly to take on all most more than all the risk and some of your businesses is much more risk than just the transaction if you use somebody's cloud solution and the cloud blows up your whole business is screwed if you marry the wrong person and you have children it could be a nightmare for the the kids it could be a nightmare for your finances if you take the wrong job and one of my sons just got a job right when this started and if you're any or you're in this business I do not mean to demean it but he had three job offers very bright kid one was with a company that does back room sophisticated paperwork for private equity firms one was that luggage company that has the battery

4:59:59built in and one was Casper my kid is 30 his first choice was Casper because he thought it was cool his second choice was the luggage company because he thought it was really cool the last one was you know the sophisticated private equity I had to perform a daddy intervention and it wasn't a mandate it was just a logic a logic bait where I said honey okay let me just give you a perspective you think about it fortunately he chose private equity because everybody they hired at Casper after him got terminated everybody they hired at the luggage company got terminated what was the point I was going to make when risk is evident know what it is if the other side is afraid of risk there's many ways to mitigate it in marketing in in management in transactions we have a book any of you can have I never published it but it's called how to get the money for your great idea startup and what to do if you can't and it's all about how to get money or the equivalent from people for a startup or a business and it's designed to help people see how to take risk away from an investor too if you're going to try to get money and then investors are worried first of all about losing the money second about getting it back third about the upside

5:01:24you know fourth about maybe not in that order the viability of the of the other side and then if you can reduce their risk and make it progressive and twanches that are tied to performance and you can show them you understand these things better than somebody trying to get all the money you'll probably win in the other a lose and the whole game of life is you win ethically and the other loses you want to put and I'm getting ahead of myself you want to put absolute advantage that's a category in your favor on everything you do and you want to move absolute ethical disadvantage over to all your competitors director indirect this is in I've got something called leverage marketing it's about getting maximum leverage out of everything you do and in this one category there's 61 potential leverage points or levers that you could use and I don't expect anybody just like we have 150 referral strategies well any of you've ever watched me I say to everybody tell me if 20 to 100 percent of your business comes from referrals a word of mouth and if you've ever watched me half the audience stands up then I ask them to remain standing I'm switching over but it's another category if at least you have at least one formal system sophisticated

5:02:43strategic referral system that you apply constantly 90 percent sit down then I say two 90 percent of the 10 percent sit down then I say three and everybody sits down we have 150 different referral generating strategies that are invoked at all kinds of different points at the point of contact at the point of sale after the sale long after the sale certain seasonal and certain economic or technical things happen are done with vendors are done with inactive buyers or even you do when you don't get the sale we have a way to go into the community and get a thousand influencers loving you and referring you all the time would you like me to tell you what that is I will give me one second so this is cool listen carefully we've done this and in six months or less anybody in this you can have in your city or in your industry or in your market a thousand network of influence sources referring to you constantly lovingly costing you nothing and exploding your business here's the essence it's so it's so it's so it's so embarrassingly evident so you are not the only entrepreneurs that are struggling right now in this this downturn economy does that surprise you okay almost every small medium sized business professional is hurting but you are a rare breed you are a

5:04:28small cadre of people who acknowledge and recognize expertise that a Tony or a Scott or a Keith or a J can give you advantage can give you profit boost most small medium business owners entrepreneurs and professionals they never saw anything out they still don't seek it out they're trying to figure it out themselves if you go to bunches of them a few at a time or send somebody to do it in your stead and you say look you are a quality factor in our community and you deserve to be successful and have your business keep going and ultimately grow and I want to do everything I can to contribute so we're going to share with you knowledge expertise education skills that you don't normally know that we have access to that can help you make whatever you do more profitable make whatever you're going to do more profitable make you be able to sell more people more things and you just teach them the things you're learning from me in a very low level because they don't do anything and then you say and and I don't want anything from it we hope that over time you'll get to know us as we keep contributing and you interact with us and you'll see the values the character the the ethos and and the level of contribution that we we think we singularly bring to the market and

5:06:03it's such time we hope you'll refer people when appropriate to us but right now it's all about you and you do that and every week you can put 10 of them in you can get do it yourself you can hire someone to do it you can get content galore but think about that at the end of six months you have a thousand network sourcing referral network that loves you because you're helping grow their business you're helping protect their business you're teaching people that have never sought any expertise expertise isn't that interesting lots of things like that but we've done it and it works great uh consultative advisory selling anybody that has any interface with any of their uh buyers prospects clients patients that it has any kind of an impact that can increase or decrease the result if you train your entire staff not just the sales people the the people on the phones the the technical people delivery people accounts payable people accounts receivable people consultative selling everybody will boost their integrative ability it's a no brainer i don't teach it but it's cheap you can get a book you can get a little course you can get an expert in your community you haven't teach it you bring people for lunch or you do it uh vicariously

5:07:29now if they're not working on site and then you have discussions of what it means to different people and how they're going to use it it it is an immediate 10 to 20 boost that sustains and it's no brainer relevancy rules i've been working and in fact i'm embarrassed tony was going to endorse this book a year ago and my partner in it went uh rogue on me because he runs a very sophisticated company that does very high end guidance system for autonomous driving vehicles and he got into a big deal with with general motors and i lost him but up until that we had done research on the fact that almost everything in your life and business flows from a foundational font of relevance but we don't recognize it and the relevance is very dynamic and very nuanced i can text you or email you and if you don't respond back i feel just i heard that what was it say it again that was me with my mic on sorry about that i don't care that's cool but literally there are eight or ten elements and they have to do with networks not networking but different networks that you have developed and are developing through your relationships and how you manage them and how you nourish them and if you don't understand it you diminish your relevancy and

5:09:07you can tell that you're irrelevant when somebody doesn't return your phone call when somebody doesn't acknowledge you when somebody says hey let's talk this weekend instead of today and today's Tuesday probably irrelevant there's lots of things but all of these are power positions when you harness them i'm almost done this is very cool and this goes i don't i didn't list any of these i just want you to be aware that each of these are categories with 40 or 50 different elements or 10 elements or five elements absolute advantage everything you do has okay start with neutral you can do it neutral and just maybe the luck of the draw you can do it disadvantageous and get a very low outcome a low predictable outcome you can understand all the elements the factors the forces that impact you harness them and get absolute advantage in everything you do when you have those choices admittedly it does take some effort but can you start to see how much more powerful you can be if you just mastered some of these elements i hope yes cool i am i think if anything a very very good critical consequential and socratic interviewer and thinker i want to think through if i do this what is the probable outcome what are the alternatives what are the forks in the road i

5:10:46have the benefit of having experienced on the front lines of capitalism in over a thousand industry scenarios all these things if you don't have that benefit you're going to predicate your assumptions and your decisions on limited beliefs limited experiences such as why you want to travel outside your comfort zone and go to industries and go to scenarios and study all kinds of things or plug into people who can accelerate and transfer you or transfer their knowledge to you because the more of a consequential thinker you are going in before you pull the trigger the more you can think and if i do this this is probably going to happen but if it doesn't what is also possibly going to happen if either of these happen what am i going to do and you'll be you win because you've got advantage there's that adage if you have 99 ways to say no and i have a hundred ways to get you to say yes and we stay in the conversation long enough who's going to win yeah okay testing okay testing is the biggest overlook power you have most people decide they're going to do something they're just going to run out and do it by trying things different ways you can get different outcomes we have tested headline changes in ads

5:12:12and quadrupled the number of investment responders and buyers we have tested ways of greeting people in the front of a furniture store very large one and tripled the conversion we have tested sending two different mailings out back to back that were totally different and it quintuple the aggregate sale we have tested i worked for the largest litigation consulting firm and they tested different ways of presenting to juries different ways of presenting pain and suffering or minimizing it graphically you have all this power but nobody's ever taught you it's available or showed you how to safely comparatively try this against this and when you do try different variations you're going to see broad spectrums of differences one approach same space same ad same salesperson same market same email might pull x totally different one different headline different subject line different positioning might pull eight x or certain ones might pull a certain front end sale but have them not buy anything else a different approach maybe less initial sales but they buy 10 times over with the kind of upside variation that is readily not just available but but realistic from everything you do in every way and everywhere you do it

5:13:49revenue-wise you need to master testing and already talked about every transaction buyer is not worth the same pq optimization show of hands how many people here have multiple sales people working for them or distributors or franchisees licensees quite a few okay one second so Deming who was inviting he influenced Tony it was the father of process improvement he changed japan's might by getting them very disciplined he realized that if you have a factory and you have a hundred people in that factory doing the same thing they're not all doing the same thing even though it looks like they're all making theoretically the same part within that process there may be 10 sub-processes throughput downtime variants compliance tight variants broad variants scrap how quickly you do p.m all kinds of things he would first try to figure the 80 20 role in each of those separate areas 20% are going to be far above everyone else he wanted the 20% in every process and he wanted to do what they did differently and then he would take and he would teach the aggregation of their enhanced understandings or strategies or methodologies over to everybody in each category so it was 10% 10% 10% 10% in five or eight different elements of production

5:15:32and would make everybody literally hundreds of percent better and that's how the toyota is in the sunny so he's in the and the Nissan's all happened now in revenue generation it's even more exciting if you have a lot of salespeople doing the same thing they're really not you break them into sub sub performance let's take people in the field there is a a laughable almost dilution that sales organizations seem to impute omnipotence to their sales reps they have a territory they're assuming that rep is great at opening any kind of account holding margin selling any kind of industry selling any kind of product conserving the relationship holding margin bs it's not true when you analyze you will find that different salespeople are stronger or weaker at different things some are great at opening certain accounts some are great at holding margin some are great at conservation some are great at certain industries and then the question is how much greater are they if they're 20% greater you want to see what 10 of the people who are 20% greater in a category do differently and combine them and teach it to everybody but if i'm five times different maybe if i have one manufacturing company in my territory but i'm five times better at closing

5:16:59manufacturing companies you want to send me all over the country or the world to open up manufacturing and then flip it to the person that's better at conserving but when you do that the bottom line is geometry you are multiplying performance without multiplying cost time expense just by reallocating and utilizing and optimizing and maximizing and leveraging up performance i'm almost done social intelligence i'm not going to get in there there's soft skills that most people don't know separately have powerful impact three or four people i know steven mr cubby son of steven r cubby steven r cubby with seven habits steven mr is the the master at corporate trust building he is analyzed that if you do things a certain way you can triple the the size of the business you can triple the speed of of the rapidity that the sales cycle you can triple the collaborative amount of ways your team works with you can triple the amount of performance you get out of your team you can triple the amount of collaboration you get out of your vendors no more time or effort these are his 13 elements i can go 10 minutes on each i'm not he but any of these most people assume they're great at they are not because they are subjective they're not trying to understand

5:18:34how their marketplace or the world defines interprets and perceive these factors another one i created four rules of greatness the premise i'm not going to go into this right now but there's no one on this earth who inherently doesn't want to be great you don't want to be mediocre you want to be a great entrepreneur you want to be a great friend a great husband lover father athlete golfer contributor humanitarian you want to be great at everything and yet almost nobody is great at anything big gap there are four reasons why and i've created them and they're very simple to understand and i'm not going to go into them other than to have you aware that that's another category it's another category of geometric growth that has always been available if you can become great most people don't understand there's about eight areas of your life you might want and need to be great at you probably don't it's sort of like that human hedge fund you don't even know what they are and where you stand you don't know what greatness looks like feels like manifest like in any of them you don't know where you are on the scale you don't know what it takes to get there you don't know how to achieve it safely you don't know where you rank

5:19:57at all seven or eight you don't know which one to focus on first so you know none of them but when you start recognizing this and harnessing them again one at a time all i do now up until a couple of months ago i did the intervention where i just do the loggium now we started point a and we work through point z just methodically because it's the safest way to get people integrated and hopefully this is getting your mind cooking and thinking and and amped at a whole different level of awareness uh this is my friend is the number one six sigma guy in the world he's masterful looking at process improvement and he can find savings and productivity and almost anything he saved general motors five billion dollars in one year it was paid 40 million just by looking at in illogical gaps they didn't see a woman named sele hogshead has done research on how you are seen by others and it has approximately a 300 percent increase these are different factors another person roger love is a master at strategic communication how you are heard by others and he's done the same kind of research finally there's five ways to create wealth you multiply your current income predictability you create far more predictable future income you always are trying to ethically exploit

5:21:28uh windfall income you make sure you're getting plenty of psychic emotionally incoming for the same time and effort you're working constantly on the asset value so that you're creating wealth this is a bunch of stories my brain and mind is too tired to talk about but they're cool as shit sunk cost marketing there are so many things that you have already sunk money in prospects inactive buyers training ads you don't run anymore uh processes that you use limited that you could repurpose multiple ways we've licensed other people we've we've monetized inactive buyers prospects who didn't buy all kinds of things and there's a list of about 20 elements of sunk cost you've already you've already spent the time the risk the capital the human capital now it's a matter of reclaiming it of re monetizing it this is called modeling for millions there's another version borrowing from billions and there's another version the amazon school of marketing the first two are a little nuanced i'll tell this one and i'm done i think and i think tony's been grateful and my voice is gone so one of the elements in being preeminent is being able to communicate to your target audience in words and phrases that they have never heard before that clearly resonate and and personify and articulate exactly what they

5:23:06want or don't want and why what they're trying to get closer to or further away from and why and most of you you try your best at from your intuitive interactive experiences are you higher uh ad company or marketing company and yeah they try to do it for you and they sit down maybe they do some focus groups but there's an infallible way all of you can be great at you can use this for marketing research product uh service development competitive superiority you take whatever your business does and if there are any books in that realm or related you go to amazon and you go over the last three years and you find the top 25 in every category or related category and the first thing you do is look at the titles and the subtitles because most books sadly are sold by the promise not by the content and the title and subtitle are going to be the benefit base or the outcome base or the or the protection base then you look at the chapter titles because they tend to be similar then and this is the sleeper you go to reviews i think amazon is zero to five the zeros are terrible the fives are great people don't realize when people are passionate positive passionate negative passionate other than when they say vulgarities they're subconscious overrides

5:24:39their conscious you'll see you'll hear people say amazingly exquisite dimensional very sinu e very very powerful statements that grip you because they're so clear and powerful you get all the good on the fives all the bad on the zeros you scrape them and you put them into two categories and now for your sales people for your copy for your advertising for your landing page for your emails for your follow-up communication you can tell people exactly that you know what they want and you you deliver it you know what they don't want and why and you don't do it you can also do it with review sites and that gives you power because you'll have better copy you have headlines sub-adlines bullets uh... positionings and it's no brainer i do it for all my clients one more thing i think i'm done i don't care to talk about this it's it proprietor versus entrepreneur is very important i thought that was it jes i got so much more correct um there's peter drucker is deceased but the great great management grew is that there's two kinds of business owners proprietor and an entrepreneur true entrepreneur most people are not entrepreneurs they're for priaters a proprietor basically opens a deli in peter drucker's uh manner and they they they try

5:26:04to put it in a place where they can siphon business out of just the flow that's there's taking oxygen out of commerce there's nothing unique about it's clean they got decent food decent people uh you know it's a okay value but there's nothing memorable nothing experiential nothing profound about it a true entrepreneur is focused on the creation of experiential value here she designs their business to produce an outcome and experience that is so differentiated amongst the maddening crowd it visually auditory observationally sensory taste bud wise the way that they maybe name things the way they stack things the way they interact at the tables everything is designed so that the experience is so captivating and haunting in the most positive way that it it fills a need above just hunger and that's in using a deli most of you should do some soul searching and say am i a true entrepreneur who's creating an experiential value that resonates with the definition of value to my audience or am i basically just taking oxygen out of the air and in pretty much a commodity and nothing unique and i'll stop there i could go on and on but i'm sure tony's here and probably he's been very gracious thank you are you

5:27:41here i'm here good stand up for a second everybody hey brother good to see you oh thank you good thing man awesome wake it up all right let's wake it up everybody come on just stretch it out roll your shoulders i'm so proud of all of you for making it this far you have done something absolutely amazing and stick around there is even more so i i realized in the beginning that i gave some of you permission to mute your chat this is one of those times where you want to unmute your chat because in that last session j did share a reference to a book uh so i'm putting that link in the chat right now so hold off on your comments for a quick second allow those people who have muted their chat to get that link because uh you know we wanted to acknowledge you for engaging and watching and being here because we know that you're not going to get value if you don't show up we know you're not going to you know apply the value if you don't take notes and we know it's not going to turn into profits if you don't put it into your calendar so make sure you're doing all of those things and jay i see you got your camera on so i'm turning it back over to you okay okay a couple things and want to comment and and brand you're you're very gentle

5:29:14and nice i'm probably not as gentle and nice i asked people in the beginning to exchange six hours or their time and i promised i would exchange much more than six hours of value and the people on you are deserving of being acknowledged and the people at off actually stole from me and they stole from themselves and i made sound nasty but i take the value and the investment i promise to make very seriously and i take people at face value but i'm always fascinated at how most people have no integrity or commitment to others and themselves it's a lesson you should learn you're all here and i think that's a wonderful acknowledgement somebody said great session it is but i hope you know that it's not over yet we have one more it's a quick one it's a short one but it's all about how to borrow success processes from outside your your current business world how to basically use funnel vision how to travel outside your comfort zone to find breakthroughs none of your competition would even consider i have a couple things to talk about take very few minutes so i want to make a point about what today is all about and while certainly uh rob and i are looking to identify larger companies to work with and we are hoping we have a blade positive regent havoc with your

5:30:42reality and flipped your whole worldview on its side so that you see that there's so much more you should couldn't must be doing and you want to do it with us so that you will in uh you allow us to basically uh forge your business at a much higher and and a safer and more prosperous trajectory this is about something bigger and i need to make a couple of points and then we're going to bring rob on very quickly i'm going to break and then we're going to give you this immersive last uh it's like this turbo charge on traveling outside of your of your comfort zone and learning how to harness funnel vision and seeing demonstrative and very powerful immediately actionable ways that it comes alive and that you can go back to your business and apply it but in one of my books we wrote about the fact that when people go to the hardware store to buy a drill they don't want it to run they want to hold and they really don't want to hold they want to fasten something and they really don't even want to fasten something they want to watch their new big screen tv or 85 inch or tonight on Netflix or the game or they want to have water coming out of the new faucet and the basin or they want the new door to latch and lock so it's safe it's not about the feature

5:32:03it's about the benefit the transactional benefit so in the world of information i hate the word marketing i'm embarrassed even contemplating an information marker i think i'm a a performance catalyst if anything else but you have people that sell information that's superficial it's very peripheral it's very much veneer and it's very useless it's just enough to get you intrigued and to hook you on spending money with them you had people that educate you and they're pretty good because they show you at least the fundamental drivers or at least the the basics behind something much better quantum times better you have people that teach you applications how to apply it but what this is all about is the implication of application this is not about you knowing a bunch of concepts it's about you being able to double your your sales increase the size of the audience penetrate your market 10 15 more ways do all these things and i hope that is alive to you because if you miss that critical distinction i have failed to achieve my outcome when somebody buys a Mercedes automobile particularly if it's the top of the line they're not just wanting transportation they want a lot more when someone buys a palatial home on a cliff

5:33:32side with a panoramic view they don't want just a shelter they want a lot more when you decide you're going to be in business i hope you just don't want to earn yourself a job you want a lot more when you want to offer a product or service i hope you don't want to be content and relegated to be a commodity you want a lot more when you dedicate a life to an enterprise i hope you're not content to a destiny of mediocrity and stressful uncertainty you want a lot more i want this previous two sessions and the fourth one that's coming to be the most transformative catalytic and career-changing six hours you've ever invested and if you don't understand you're an investor in your life and your business and you you you must get an above market return on that investment or you might as well get a job you might as well get a job i've asked Rob to come back once more very very quickly and discuss with you a different slant on what we are trying to show you teach you demonstrate get you to see the implications about and and in and offer to collaborate with you about and then we're going to do the last blow up explosive mind-blowing short compressed session and it's going to be ratatat one breakthrough idea you can apply that

5:35:21none of your competitors know after another after another and then uh Rob and the team will i'll come back to wish you a great future if you don't see it clear to want to align with us one of the two ways but they'll stay around to answer questions deal with nuances talk about applications of things anything you want okay Rob are you there i am here sir are you going to challenge their paradigm with a whole different point of view you know i will Jay you know i will all right thank you all right okay so um all right guys i'm back again for a third time i promise i won't bore you we're not even going to go through the slide deck and i'm going to make this quick we've got two great offers for you tonight again if you're a fifteen million dollar or more company reach out to me and we'll talk about the profit partnership opportunity i should also mention this profit explosion formula we've already kind of gone through that forwards and backwards left and right so no need to really go over the bullet points on that one again instead i want to do something very different here something kind of unexpected you know we're talking with a potential profit partner right now i'm not really sure we're going to

5:36:40accept him or not but he's got a pretty huge food service business in fact he just did a deal with the wife of a former u.s president he's growing very rapidly we might take him as a client and he wanted to talk to his board of directors about this opportunity involving Jay and he said you know can you summarize what Jay is really good at you know what are the real skills that he's going to bring to the table that's going to propel us to this 100 million dollar mark which is by the way his goal so we compiled this information and i thought it would be really good to go over that with you for just about two minutes or so because we talked all about the features of this profit explosion formula program you get the live event you get this it's priceless it's invaluable okay i think that message has been driven home quite clearly but the real question is is that if you come into a program like this one in aggregate what are you really going to get out of it and what are you really going to do with it i mean you can watch all the testimony testimonials in the world we could give you dozens and dozens and hundreds actually but what does that really mean to you we know the program works but would you work for it

5:37:55i want to expose you to some of the real i would say actual benefits that you will get from your exposure to mr j Abraham and our team now from my perspective j is many things to many people but i would say at the top of the list number one he's one of the greatest business growth strategists that's alive in the world today there is just almost nobody out there that we even know of that knows more ways to grow a business than j a bram number two i'll tell you this he is a marketing genius and i think you know that that's how most people identify j but he will forever be in the pantheon of other great marketers who have come before him i'm talking about the clawed hopkins of the world the albert laskars the rosser reves the david ogle these he is right up there with them all and j is an optimization expert he's somebody that can figure out more ways to squeeze profits out of a business than you could possibly imagine and he spent the early part of his career working with the deming organization father of optimization and highest and best use theory j is one of the greatest copy i mean people like gary halbert looked up to j for his copywriting skills and i can go on and on and on about his skill set but when you put it all together

5:39:18great things can happen when you learn from him he is a mentor like no other so if you come into a program like this profit explosion formula or even the private consulting opportunity we talked about what are you really going to get let's look at this together i just printed some bullet points out that we sent to that food services company to review at their board of directors but one of the things you're going to learn is how to position your business product service to become preeminent pre-emptive and gain maximum competitive marketing and strategic advantage you will learn how to reach more quality prospects convert higher numbers get more people buying and get them buying more each time they purchase buying longer for a greater lifetime value now lifetime value is something that if you're not familiar with you better become familiar with it that's how jay grew icy hot by about 20 000 percent in about 13 months using other people's assets and resources it's a really important concept that we'll be covering um ad nauseam in this profit explosion formula program you're going to learn to structure multiple strategic alliances joint ventures endorsements co-branding and referral deals with dozens or hundreds of qualified

5:40:30partners and if you pick up that relational capital mastery program that you get as a bonus that is just absolutely lush i mean totally replete with examples that you can model where applicable you'll set up your own barter profit center one of jay's geometric growth categories is barter triangulation you would not believe the things that jay has bartered for and if you understand how to do this it could be very powerful for you you'll be able to apply as many of jay's 16 power pivot categories to hurdle your profit performance beyond exponential you'll gain access to the unlimited business checkbook with relational capital deal structuring methodologies we've talked about that you'll learn how to develop additional no or low cost revenue sources access vehicles and profit centers what could that be worth to you i mean you keep putting profit centers and that's how you start growing this business geometrically you just increase each profit center a little bit here a little bit there and boom you've got exponential growth that's what jay is the master of absolutely make every ad you run and pay for generate 50 to 500 greater results i mean i can't tell you how many times jay has just taken a headline and changed it and the results go up by sometimes hundreds of percent monetize sunk costs

5:41:52heretofore unsolved prospects inactive past buyers lower non-yielding distribution channels this is huge we have a private client right now and he had an underutilized email list so jay engineered a great strategy for him put the whole campaign together they sent it out to this man's email list this by the way very recent this happened like a couple months ago and in about a month that list brought in about a half of a million dollars so they went back to the list the second time with the secondary offering and last i heard in just a couple week it's brought in about another quarter of a million dollars and that was just hidden there in plain sight and jay found it he's like a profit detective he'll help you big time with this whole concept of sunk cost marketing and every business has it he'll help you to apply every major marketing move and maneuver that he's developed to help famous companies like icie hot entrepreneur magazine and even the ceo of keller williams or that the co-ceo of keller williams moanderson she was a protégé of jay for about three years and you talk about entrepreneur magazine jay grew that by about 900 percent in seven months he does not play around and he wants to teach you how to do these kinds of things in

5:43:07your business i got a lot more bullet points here but i'm just going to do a couple more he's going to help you make your social and digital media marketing many times more powerful and effective what's so interesting is that what what jay has done in the offline world is directly applicable to the online world in fact we got a video just recently from one of the most legendary infirm or internet marketers out there he's got like 20 000 you know people following and he's a major influencer in that category and he put together a little surprise video with all these famous internet marketers just literally thanking jay you know because his concepts translate over to the online world beautifully online or offline it doesn't matter he's going to help you make every salesperson distributor franchisee you have at least 25 to 300 more productive and this is getting into jay's pq system the performance enhancement quotient he's got something to improve the performance and optimize results for just about everything and just to go through just one or two more because i could keep you here for an hour he'll help you to learn to develop pattern recognition facets that you're currently missing jay's an expert in pattern recognition

5:44:24he'll help you live every day in the rest of your business life driven and powered by the mind-stying effect a new concept that jay has added to his his list of geometric growth categories and he will absolutely help you to grasp the keys of exponential business building there's a lot here folks but i think you get the idea because what it what it really what really doesn't matter here quite truthfully is that you get a bonus home study course or two what really matters is that you come into this program you learn the foundational elements of building a business that are tested improve and tried and true timeless and evergreen and they pour the foundation for your current and future business endeavors jay is not a shiny object kind of guy he teaches you foundational concepts that work anywhere and everywhere in the world and if you come into this profit explosion formula program that is the kind of that's the kind of content you'll be exposed to i don't know where else you would actually find that and i'm being really straight with you i mean who else teaches this kind of stuff you know if you're looking for a mentor you know jay abraham's as good as it gets it's totally top shelf i mean it's good enough for dame and john it's good enough

5:45:42for tony robins it's good enough dave asprey it's good enough for ceos of big companies all over the world this is an opportunity for you to really really get a business education that you will never get in a college or a university or from or by learning from subpar or inferior people you've got jay abraham at your fingertips and i hope that you embrace the opportunity i want to mention one other thing here real quick so this profit explosion formula program that this process it's really not a program it's actually a process this is going to go on for a solid year there will be times when life is going to get in a way and you're not going to be on one of the weekly sessions or one of the monthly sessions you might not even be able to actually make it to the december fourth and fifth live event that jay is hosting you know the the fast track accelerator workshop don't worry if that's the case we've got you covered every single element of this program for the entire year every single session is going to be recorded and our esteemed head of client services laura sellers will send that out to you usually within 48 hours of each interaction if we can do it sooner we will but you will get a recording and that archive of recordings will build and build

5:47:05and build as we go so if you can't be on a session guess what no sweat you review the content at your own pace on your own schedule and you're going to get the same end result as long as you test and implement the ideas and the advice so once again an infinality if you are interested in the profit partner opportunity book a call with me but do not book a call with me if you're if you've got like a company that does like two hundred thousand dollars a year and if maybe you don't have a great opportunity i don't waste your time or mine but if you're serious about it you can afford the hundred and twenty thousand dollar retainer and you're serious about bringing in a a level player like jay braham into your equation then we will have a meaningful discussion to see if we are a match and infinality i strongly encourage you to become part of our profit explosion formula program i i firmly believe that this will be the greatest investment you ever make in your business career and that's about it i'm going to turn it back over to my colleague mr brianoni thank you much rob i appreciate you and and very well articulated uh we're going to get back into this and i just want to let you know that when this section finishes uh scott and i i don't know if

5:48:30rob is going to be able to make it uh he's probably going to be handling several phone calls but we're happy to get answer any kind of specific questions about the program and how it could work for you i'll give you a few of those details uh so again thank you all and uh stay tuned because this is about how to get the results and what you can learn from other people's results uh so stay tuned we're going to get you to share in three minutes or less the one distinction technique strategy approach that has made your business successful that anyone else can apply and perhaps that you have seen very few people in your own industry or in others apply but you got to have something cool to share something cool to share something that you can explain quickly and and um we're looking for best practices we're looking for what are you doing that's making you successful so that others can learn from it as well and not just other realtors correct how would it adapt or adopt to anyone we want to know what's the most effective strategies are making one as clear as possible here we go yeah the one amongst if i took your entire family captive and the only way you could possibly ransom was to answer this question clearly granularly completely profoundly and so

5:50:09that it would transfer and be grasped by everybody or they're gone that's what i want and you get the privilege of showing people exactly what i'm referring to this tactic helped us go from 80,000 a month to 500,000 a month and one year uh don't tell them no no hold on so so the philosophy is as a marketer don't be a creative be a scientist which if for any of you who's not visually inclined and creative it makes marketing a whole lot easier takes the pressure off so then the goal is step one facebook ads if you don't use it you should try it the other platform that made it incredibly easy to be a scientist and save a buttload of time add espresso like espresso the drink you can create hundreds of combinations of ads for facebook in minutes and then it gives you the details to figure out which ones are working so each week you toss out the ones that aren't and just like in marketing you test measure adjust repeat and then i have an excel template if you want that helps you measure and track your cost to acquire a customer and then it keeps it real simple and then the final free tool to get you the ball rolling with ideas go to mot.com and as an example you can type in tony robins and see all the ads that he is doing for his business and what creative

5:51:37is he doing what messaging is he doing or if you are competing against proctor and gambler you know lever you can see what they're doing it's moat moat moat moat awesome yeah i'm gonna see what ads i'm running that's fabulous thank you um i run a multi-disciplinary health clinic and we have about 60 therapists and what i did is i have all the therapists set their own fees so it allows the marketplace to dictate who should come to them and nobody else does that that's yeah with that done how do you get the message to the market i'm not so concerned about the market because my actual business is the therapist so i get the great therapists that are tired of setting the same fee that a new grad has set and they're making the same so by getting the great therapist then the great clients come so let me ask you a question what is the lesson what could be adapted adopted more borrowed completely or at least a fiber from that to anyone if anything well depending on the business but i'm in the business of therapists instead of going after the client because if you take care of the person you're providing to the client the clients will come i think it's a cool dish of them thank you yes very good start by the way that's

5:52:50a strategy of an entrepreneur or manager leader not that of an artist give me a hand very nice very nice hello i am a top enterprise software sales rep at a security startup and one the big thing that i feel like i've done differently is when i supported the middle anix southeast i would set up a lot of lunch and learns at huge metros and drive attendance and offer um a very nice you know that owner like capital grill very nice nich houses and drives tendons and then i'm the guy who shows up and presents presents and offers like you know do the whole what do we is there an element to the presentation that is unique or that is fundamental that can be translated to everybody if there is be good if not it's okay i think the in that business it's a lot of education you know i think the idea has become a thought leader and actually you know talking about what is the challenge and you teach them a lot they don't know teach them a lot about what they don't know the compelling offers we can get them set up for free and and at least have an astral internet and i'm reporting all for free cool so what's the lesson to everybody the lesson yeah the lesson is if you have the ability to you know you know what it is is it's hard to find

5:54:06individual meetings like in high high ticket like a all-in-conset two meetings or three meetings a day but being able to do a metro and organize and kind of drive all these people to go and listen to you for one pitch your scale to present to 50 to people in one setting it's led to 10 trials in a single day and i'm able to set up three metros in you know per week and i'm able to do a quarter's worth of meetings in two weeks that's great so it's efficiency of scales you're talking to multiple people once what also the people are self-selecting to come to this meeting aren't they mike rak are these lunches invite a lot of people or are they are you promoting people to come to lunches or something i pick a date and then the location i'm promoting them to come to the caption so what i'm saying is these people are also are more likely to buy because they've self-selected they've come to educate themselves on it so the people that are coming there have already raised their hand now what does he do is he gets them together he's able to make multiple sales at once and he does an irresistible offer which is try this for free for x number of days and they know there's a psychological dynamic too besides pure confirmation you get a

5:55:10multitude of different questions bounced at him and he gets to show his expertise in a broad sweep which he may not do on a one-on-one great give me a hand thank you very much thank you who here would be useful to find a way to do some group sales not just individual sales or people show up and you educate them add value become the expert and then give them an irresistible offer who could value that very nice next hi it's john it's john ladies and gentlemen for god sakes great good energy in this room i have a number of companies in which i do investments but one of them is a health care division and what's interesting is i found that breaks right straight back to the six human needs and find that my in the disability company which i've got that they're all looking for certainty which is funnily the same enough when i'm doing my money transactions looking for people and investments either they're looking for certainty so how do you how do you convey manifest demonstrate certainty testimonials through videos of existing clients to actually show them that that's the way it isn't also building rapport with people individually and gradually over time how do you build rapport actually connecting with them and

5:56:23spending time to be able to show them that trust and care and and that personalized part you have really authentic questions and you listen very carefully the team does yeah good a question one of the things i didn't cover yesterday was all these leverage points and they start with your headline your proposition one of them is proof the credibility do you all have enormous irir irifutable proof and that can be media that can be that can be so yeah social proof peer proof uh collegial proof industry proof if you don't that's a huge any answer you want to have a reason for people to buy that's independent of you saying you're good you want a reason to buy a stacking reasons that give people multiple reasons that are not from you a source not from you that is respected saying this is extraordinary so you're doing it with the videos of those groups but he's saying what are the other social proof elements that you might bring to the table to encourage this i also want to add on the six needs one of the things i've done to help turn around companies is i'll go in and i've done a future i did for salesforce.com i had everybody write down come up with a time in which you produced an incredible sale where it didn't look like you're gonna be able to do it and i have them analyze which of the six

5:57:43needs did they meet for that individual cool and then i had them evaluate where somebody you lost the sale they all assumed that what people wanted was either the best priced or the best technology but some of the people wanted significance from the salesperson he didn't give it to him so he didn't get the sale and then another one the guy really he bought from his friend because what he really wanted was connection so you assume which needs to be met and by the way certainty is one of them if you can meet three needs now if you can meet four you're gonna have if you need five or six you're gonna have a love slave a raving fan that's what that's what my takeaway from this is that you got to don't just do the certain don't settle for that that's the obvious one yeah what how do i get them sir what gives that person certainty and what else do they want do they want significance as well do they oh what do they want and that's why i said influence somebody got to know what already influences them and i look at the six needs if someone values significance the most that's the leverage i use to move them to action if they want want love the most the loss of that love or the desire to get it is what's going

5:58:41to get in that action whatever their top two needs are the driving force aloha i'm from Maui hawaii and my company is real estate brokerage for a resort real estate and development i created a team of people that have experienced people that have been doing it for a long period of time and partnered them up with young technologists in the business we've created a culture of everybody has the right position in the team and works together as a family everybody works together in a culture that they all love each other hug each other have each other's back one of the thing it's super competitive there's a hundred and sixty thousand people on our island and one in ten persons a realtor using the practice practices and principles of business mastery that i did in bagus in two thousand thirteen grateful to say our team has been on what would the one biggest one be that everyone should but also tells what triggered them up yeah we want a concept i think the concept is getting everybody in the right position on the bus what does that mean that means of doing the dis profiles and see where everybody is positioned and know what they're good at so i mean so you're playing to their strengths and and their compatibilities yes

5:59:49and do you think everyone should do that absolutely does it matter the size no how much have you grown your business by implementing this we've grown our business year over year 25 percent give me a handlaid thank you awesome especially with huge competition okay i'm an international headhunter and in 2014 at business mastery when you ask what business do you need to be in what i saw because of the cycle of businesses and people i saw most today the biggest biggest challenge in headhunting is good candidates because most of our people are baby boomers yes and but are getting to the age of retirement so what i did was i looked at that and i wanted to go global but i didn't have the systems to do that so what i did was i started recruiting the vice president of health safety environmental of like the top 25 corporations in the world and they've come to work for me and i created a consulting company with that wow that we can put part-time medical directors back in and also mentor the younger ones that don't know what's going on that's clever that's awesome i love it and and after that what happened was that's cool uh they started hearing about it so i had the largest supplier of international services health

6:01:04services come to me and ask to partner with me and then the top five thousand hospitals in the world partnered with us and now we've got a 24 seven we can offer anything any corporation needs anywhere in the world anytime it's fabulous like that that's right now so now this is going to be a little bit interesting first of all that's awesome that's awesome that is cool but i did it for legacy i did it for the people the vice president said have given their lives and their hearts and they're too young to retire they need something else to do that that's fabulous if you could take what you've done and distill an element that can be utilized by everyone in some application one what would it be and why always look for a way to improve yourself and others and to be able to help other people serve and create a legacy can i give you another answer you can give yes i would find a way to to revere and make relevant people who really have a lot more to give exactly surround yourself that's cool blessed give her hand beautiful job there's an organization i just met with recently they have come up with this idea that we are limited in our food stuffs and the way we raise and create food is to use sugars we use flowers we

6:02:32use a limited number of elements animal protein and there's 300 000 different plants in the world and their entire focus is saying how do we replace the food system which destroys the planet with food but all that sounds interesting but they're genius is the same thing she did they have more michaland chefs on their staff than all other companies in the united states combined and so what they're doing is they're beating everybody with these foods that are healthy but they don't promote myself they're in schools and the kids don't know they're healthy because they realize being healthy is not a good marketing plan what it is is it's good for the vision of what they want to do they're able to deliver more flavorful food cheaper and it's cheaper and it's more flavorful because they have all the michaland people so she went and got all the best experts brought them on our team that's the strategy she's really proud fighting here we go good yes sir owner flood and fire restoration company in southern california and i would say the the the thing that has helped us scale the quickest in our company is and it's simple yet poorly executed on a regular basis i've seen with our company and with other ones but we've learned to develop

6:03:39a strategy is scripting sales scripting i mean so simplistic as that is it's rarely done or if it's done it's not measured enough exactly exactly so we've been able to scale our sales team and just our communication through scripts through having written scripts that we regularly go over with the team make sure they're trained and before we get a sales rep into the field we make sure he can say that script word for word and learn it on his own and and it you know and just as a a little deeper reference what is some of the macrok elements that that script or some of the varied scripts will address just so people can see yeah yeah uh i want to make a script out to me yeah versus good or irresistible well the questions in the script the wording obviously every single word that we put in a script has a meaning every single word is designed to move them forward it is so and you've tested these scripts yeah yeah so what we do is we'll pull our best sales guy have him say a word for word exactly how he says it will record it and then we'll get it on paper and then we'll give that and we'll train the new sales reps and we'll actually have him listen to the recording also and so we'll we'll make sure though that we tweak each word because every

6:04:54word elicits a different response from the one of the things that we do with ours as well though is we also then make them do like the date with destiny experience that has been where we got three people in front of you and unless until you get everybody saying yes you get to do it again and again and again until everybody feels you own it at the deepest level so it's not just scripting and everybody's getting feedback and they're giving feedback and as they work to give feedback to that person who also they training themselves right so both those happen simultaneously give me a hand very great thank you an oral and facial plastic surgeon okay uh sole practitioner uh four things that make my practice outstanding one is outsourcing the other is systems I've got a sales person and a concierge service okay can you be quickly more definitive and explanatory in each sure so outsourcing anything that I don't need to do so I do surgery everything else I outsourced to other people within the office instead of doing a regular consult I have video consults um as a consent form um so you do video consults so it's more convenient first of all it's more convenient because a lot of patients have to drive two three hours to get

6:06:05to do it's doubly convenient right so it's it's right doubly convenient because then I can be more efficient in the office um outsourcing post-op appointments are seen by my assistants or nurses so that I don't have to be involved with that good um systems there's a system for everything that happens in the office front office back office everything's written down so that uh if an employee leaves um it's just a matter of the next one it's just a start right there right um my sales person I actually have someone going um since I most of my patients are referred to me I've got someone going into all of the referring doctor's offices and hand holding them if there's something that needs to be done we make sure that everything is taken care of every step along the way and then the fourth thing is a concierge service and that is just from the minute they call us to the uh until ten years after uh we make sure that uh they're taken care of so they get my personal email they get an email from me every night uh for a few nights and then this is after surgery after surgery and then they've got access to direct access to me at any time I try to fulfill all four of their needs so certain de-knowing that they're going to get exactly what they're supposed to be

6:07:14getting when they come to the office um taking care of the uncertainty because when anyone has surgery no one wants to be uncertain um love and connection um because uh we make sure that they're taken care of and the staff's very comforting yeah I'm very comforting staff is very comforting and then significance letting them know that they're very important so relevant nothing else goes on around them when they're in the room or I'm in the room with them cool so what's the lesson to everybody um one lesson one lesson uh you can give them four or three the basic needs that's right the basic makes sure make sure you're actually analyzing how many of the six needs are you really meeting and how could you meet more of them for those individuals but also individually which are their top two because you want to adapt to who the person is to make sure you're meeting that otherwise you're just going to only sell one type of person and you want to be able to serve everyone if you possibly can great thank you yes yes they all know that I contribute I've I'm in charge of some oral surgery clinics in Guatemala so that's another reason why patients like to come see me simply that's great so I went to six six different surgeons because I had massive sleep apnea my

6:08:28nerves and both my arms were in difficulty so when I started I couldn't sleep on my side I slept on my back and I literally couldn't sleep I'd wake up every hour and a half two hours I went to a sleep study and I found I stopped breathing 17 times in 16 minutes which is not a good thing and so I had to figure out what to do so one of these surgeons and none of them convinced me to do this but one and when it convinced me he said with so much certainty he said Tony I can't promise you to get rid of your sleep apnea but you're an athlete he said I've never worked with an athlete who didn't tell me it was the most important things that they'd ever done when they had their nasal surgery done and then I asked him I said well what are the side effects what's the potential risk he said for you I'm your fan there are no risks I said no no no what are the risks he's I'm telling you there'll be no risks I've done 37,000 of these I am the best in the world I do it in a way where you will not know no no no that it was done to unless you share it with somebody and he said it was such certainty and I'm grateful I went with him because when I came out of surgery we lasted three hours instead of 30 minutes I had 90% of one nose that was blocked and 75% on the

6:09:29other he said it was the fifth most difficult surgery of his entire career but I was very grateful that I had that certainty with him beforehand and but he delivered he had a message for me he pictured it he says you're an athlete you're on stage you do this 50 hours no one does that even if it doesn't pop your sleep apnea it'll give you that oxygen right now you're breathing through a straw you have to take everything into your mouth and it convinced me sometimes it's just having a message for a type of person that you can deliver with such conviction it pushes him over the edge great point here we I'm in the energy efficient lighting business more specifically LED lighting so business to business commercial industrial users and one of the problems we continually face is funding and so we go to a customer it has a great payback it may pay for itself in two years but they struggle to come up with the funding and so we've always offered a conventional lease product more like a capital lease that say 30% of our revenue came from leasing and then laws change recently with operating leases actually they will change at the end of this year in the United States that require a service component to be associated with that so we kind of borrowed an idea from the

6:10:36technology space of cloud service of buying software put that into lighting and so we're actually now extremely successful selling lighting as a service so if you're a real estate owner you're a business owner whatever you might be you can actually create an off-balance sheet transaction that has a service component so there's no issues of warranty because the the service is making sure the guarantee that your lights are on so if you have a medical office a law firm whatever or even a big factory you want to make sure your lights are on because they're necessary for your business so we take that risk off of the customer we move it off their balance sheet and just create a monthly fee that might be a five year seven year or ten year term so how do you finance it we have third-party financing we can choose to finance of it internally but quite honestly the cash is more valuable to me now sure to build the business and so I have third-party arrangements and we've kind of structured the industry forward with these type of agreements that are are new and innovative to our space and and so it's been phenomenal growth for our business by doing so that's incredible you know it's amazing also just an aside how many businesses could get

6:11:45investors who would be exhilarated to be participating in the return to fund it yes nobody ever thinks about that but very cool thank you a veterinarian from Miami Florida and so one of the things that we do at my hospital the average pet owner normally 2% of pet owners have their pets insured and at my office we have about 30 to 40 percent of the pets insured how it's believing in the product and what believing in the product and also having the clients best intentions at heart because I tell my clients all the time I say I make recommendations that I would do for my own baby I have pet insurance for my dogs even though I own the hospital because I want to make medical decisions not financial decisions what one of the other things that we do is we go ahead and we stole kind of the concept of processing all the insurance claims and those kinds of things from the human side because in veterinary medicine veterinarian say you know what that's your job that's not my job and that doesn't allow us to practice the high quality medicine that we need and if the clients do have an issue with the insurance company you do it for them we go to bat to the insurance company to get that's great what's the lesson the lesson is to go ahead and take a look at other industries and

6:13:05try and cross-pollinate and take that idea of going ahead and filing the claims for the clients because although you might have to put a little bit of time up front filing the claims if you get them to sign up for a warranty package or some sort of insurance or whatever you're going to be able to provide that service and it's going to be the best quality also having the clients best intention at heart that's it you got to be preeminent somebody who's preeminent has a moral obligation to very very passionately tell the prospect or the client what they should be doing why and what the positive and negative implications of acting or not acting hard and at that point the client properly and expertly informed by their trusted advisor can make a decision but if they don't know the real cost or the implication then you're actually stealing opportunity protection from them gets very complicated it's interesting i also think if you look at it today people end up getting bills for their pets that would be similar to their humans getting something done and most of you wouldn't even consider not having health insurance and yet if you get some of those bills unless you're extremely wealthy they can knock you on your tail so the idea of showing this is

6:14:25really he's saying i want to make sure we take care of your pet long-term and it's not a burden on you so he's also ensuring that he keeps his clients long-term because he's providing for them the economics to help pay for the challenge if it does show up but if it doesn't then it's just like anything else in insurance it's a small fee for them to protect themselves on the upside i think it's brilliant yes one quick thing i just want to mention in regards to having the client's best attention and heart i started offering advanced oral procedures at my office root canals taking half the draw off those kinds of things through a specialty doctor and you're talking about five to ten thousand dollar procedures and it's just the fact that he has the conviction that he knows that that pet is in pain yes and i would have never in a million years thought that clients would have paid that kind of money out of pocket yes not the insurance and having that conviction and having that obligation yeah is huge spectacular give me a hint i own with my husband martial arts we're close to 40 schools right now and i think the biggest difference that took our company to be able to have them in locations is that we run the schools professionally through training we

6:15:38train our instructors and our program directors four hours a week and two to three times a year we bring the whole country together and we do big conventions for training and he developed a very specific methodology of find out exactly what they want go and get it give it to them and we do that in the first class and we have a an average of 80 conversion sales really what do they what do they people typically want that you guys fulfill better than anyone else discipline interesting really they want it for themselves they want it for their children or their children yes discipline is the big discipline my child for me that's the typical today's generation and you could say that about entrepreneurs yeah discipline confidence like you're saying bully you want to be you want to be bully proof yes and in that class we asked the question what specifically do you want to accomplish and and we take notes of it and we train our people to do their first lesson targeting only what they ask so brilliant they're asking the child what they want what a concept what is it you want to master the store what's the reason and let's do something immediately to give you more confidence in that area that's so simple but i

6:16:53rarely see any martial arts group do it what they do is they teach the same class they teach for everybody for everyone which is different words you have 40 schools and most of them have one school that ought to give you a clue the difference right and then we always ask after they thought and we always say tell me more about it so they elaborate on what they want and why they're they're invested emotionally right and then people cry i mean it's great and then when yeah because when they see the change and we do a visualization at the end of the class we all sit down close our eyes visualize what's going to be how is going to be a year from now three years from now 10 years i love that by the way what is she doing it's been a year from now two years three years and now what's she creating a long-term customer in those moments right right that's that's that's for that time and before we do the class we ask if i can show you within the next 20 minutes how we can dramatically improve his discipline will you enroll today and by the way that's a closing question is a fundamental that most people then do it's a test close right you test close before you close you don't wait till the end and say do you want to do this you test close along the way and say

6:17:57if we can do this is this something that you'd want to follow through on the more test closes the more the whole goal is yes yes yes yes yes if you want to influence somebody you ask them dozens of questions they're going to say yes to you get them to say it out loud or they're a train on a track and now if you have something of real value they're going to say yes again you literally are conditioning that yes i would know nothing about this that's great you're in fabulous one of the first one of the first billionaires i ever interviewed when i was just a kid i was probably 29 years old and he came to the castle i was living at that time and i was picking his brain and i asked him i said tell me how you made a billion dollars and he looked at me straight in the face and he said it's really simple to only my entire strategy is to over-service under-service markets that's what does that mean i said what are your products i don't understand what your products are he goes tonyons because they're pretty boring he said i sell oils i sell solvents i sell screws i sell all these things that are actual commodities and yet he makes a huge margin on a commodity how is that possible he said because i don't go to New York city and sell i go to africa where they're under-service and i over-service them

6:19:05if i go to New York he said i go to the bowels of killing a slung-kettering hospital underneath the ground and i meet the janitor that makes half the decisions on what to order and i over i just take care of him at a level he can't even imagine and i end up getting all the hospital's business but if you can over-service under-service markets you can make a billion dollars you ought to take a look away that might relate to you next i run a sales training company we opened a new market about a year ago we use two strategies one you might be familiar with it's called the waterfall technique email if you heard of it yes okay and the other thing we did was tell everybody what that is for the rest of you okay so i'll talk about the survey piece and i'll try to keep these really short so the water the waterfall email technique i'm happy to provide to anybody who wants it and we didn't invent it but the strategy works like this you identify your target market and you send them an email but you send it to the top three people that you want to talk to and that the subject line is appropriate person so the email starts out and the word it's worded very specifically that each recipient understands that their colleague got this email

6:20:15too but you send it to them separately right as well as a social proof piece you let them know the types of companies you're actually working with now that are very relatable to theirs they love this and what you're asking is simply this please let me know if you're the appropriate person now typically because these folks are somewhat territorial about their roles they get right back to you and say that's me so we've had it we got about a 50 percent response rate oh my god that's amazing gentlemen right that was in my hand that's amazing so the other one's really simple what we did was we did a survey and it was really a give back because this is a new market and we knew a lot of information what we wanted to do was learn about this market before we just went in and said we were we had value to provide so we asked that they'd participate in a simple survey and our promise at the end was is we would come back and personally deliver the survey results to them and their team with recommendations on how they could grow their business and we had a hundred percent acceptance everybody that took the survey wanted the meeting now we didn't sell every one of those we got a mouth we sold of the ones that we went back to we sold about one

6:21:25point five million dollars what percentage of the audience this is about 50 percent wow that's extraordinary that's it is extraordinary give a hand i love it absolutely great strategies give me a hand so okay you've you've learned the three ways to grow a business right what are they get more what increase the number of what clients number two transaction value increase the transaction value number three get them to buy more often just remember okay go ahead okay so but there's many more implications number one all clients all product buyers all sources aren't worth the same so you have to be able to look at what product buyers what propositions what sources are worth and this gets a little bit cool are worth the most in different categories one might be great for profit up front which will keep your business going another might not even make money might lose a little but over a much yeah up front but over a longer period make 20 times as much if you don't know the game you're playing you can't win if you know the game you're playing and what somebody is worth not just initially but long-term and you have to start with what you offer but every enhancement yesterday i talked about leverage points nine drivers and one of them

6:22:59was products and services and i said if you've got easier ways to start the relationship other components to add to the product and more expensive and advanced ways at the end you can double triple quadruple the value but you have to know the totality even if your finances can't service them as long as you can quantify demonstrate and prove it any reasonable investor will give you money most people either spend too little or spend too much and they think of it as an expenditure you're investing for a return that's the first thing second yesterday i just introduced one little distinction didn't get into it but the difference between a proprietor and a professional investor is a professional looks at yield that's right a proprietor looks at the cost and cost and expense and you got to look at it as a professional and you got also look at it you talk about a mutual fund as if your business is a mutual fund and you got a portfolio of of various investment classes in there how are they performing are they worth equal distribution less are they worth what you're paying you've got to know what different assets future soft are worth to you or you can't maximize thank you for all of you who have decided to

6:24:39join us on the inside of this program if you're still on the fence and want to get a question answered hang out uh j has a few final words for us uh so jay take it away yes so those of you who are still here i'm impressed those of you who have pressed and not impressed but thank you all so i hope we over deliver what we promised because this is an experiment i hope that if we get a chance to uh collaborate with you in one way or the other high end low end uh your business explodes and we have the ability to make a profound significant qualitative and bottom line difference if we do not collaborate i hope you take some of the multitude of areas and and applications you have learned in the six hours or so and you do something meaningful with it some of you i think get the power and the magnitude of this some of you have been i think perhaps uh you've been toxified by some um some uh tactical webinars you might have attended in your lives but i think this is a wonderful chance for us to show you how true explosive business growth is achieved and to throw gauntlet down for you to want to uh look within your business look within yourself look within the remainder of those years remember take 60 years minus your age take at least eight hours a day

6:26:18five days a week or more times 50 weeks times all of those and see how many years you're investing and if you can get 10 percent 20 percent 30 percent 50 percent more a year yield on that investment pretty profound thank you all brian and scott and team i appreciate it they worked their hearts out for you because i changed everything at the last moment and they vary graciously and nobly stayed up all night for each and every one of you so hopefully you'll thank them and you realize this is not a superficial hyperbolic teaser type of an experience i shared with you some pretty profound private confidential things from my own body of work and i hope it had an impact and thank you and i hope to see you in one of our two endeavors thank you all thanks brian scott rob michelle carlows laura everyone else i did acknowledge i apologize bye thank you jay from all of us and everyone in the chat thank you much appreciated i appreciate all of your your love that you're giving jay here in the chat that's fantastic so i'm here with scott sylvan bell and rob may flash his screen a couple of times as he's handling calls and answering big questions i'd like to start off with you know if you can put in the chat or in the q&a section if

6:27:51you have a question for the profit on performance program if you have over 15 million dollars in revenue and are really looking to make that uh you know one-on-one connection with j we'd love to get your your question uh to start off with and robert anderson if you could raise your hand i'd like to bring you up so that you could talk a little bit about what it's like to be on the inside of the program i'd like to thank amber for volunteering as well we're going to get a quick take from both of you you're going to tell us a little bit about your business and some of the wins that you've had um so uh you know with people who you know really want that one-in-one connection i see here somebody saying you know hey our revenue is a little under a million um but that they're looking to be in that i think that one of the things rob is that you can start in the profit explosion program and transition up into the profit on performance correct well of course in fact that's in many ways how it actually works let me give you an example so we had a gentleman by the name of edward who is in hong kong and edward uh bought a two-hour private consult with j okay got a month or two after the consult edward emailed me and he said that he used j's advice and quickly

6:29:13generated six figures with it okay about a month and a half later he emails me back again said he generated another six figures with the advice from that two-hour session he paid 18,500 dollars for it and he made so much money so quickly and was so stunned and amazed by it that he bought a hundred and twenty thousand dollar private consulting program from j and that's actually the pathway that we're looking for we want you to come into something like the profit explosion formula make a whole lot of money in it and then take a little piece of it and upgrade into something more meaningful and higher level with j awesome now i just saw uh robert anderson flashes camera and i i know that he has a commitment that he has to get to so robert i want to just thank you for your stellar participation in the program uh you have added a ton of value as an alumni uh this is what your your second third rendition through the program like you're not going to into the program yeah yeah so you are here from the beginning and you have had wins from the beginning and uh recently you just had a win but the unique thing about you robert is that you're in an NGO if you don't know what an NGO that's a non-governmental organization and you work with africa and you work

6:30:34with technology so if